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Sales Tip: IT TAKES SALES 2 TO TANGO

Fri, 05 Mar 2010 13:49:40 GMT

It & Gadgets: PRACTICAL BASICS OF SALES 2.0

Fri, 05 Mar 2010 10:27:45 GMT

Traditional prospecting techniques are becoming less and less effective as decision-makers and buyers continue to hide behind voicemail, email open rates decline and consumers take advantage of legislation to opt out of receiving direct mail and telemarketing calls at home. Yet, in business-to-business sales, we still need to have a dialogue with buyers in order to sell complex solutions.

Cars: �5K ELECTRIC CAR PLAN SPARKS ENTHUSIASM

Tue, 02 Mar 2010 14:05:48 GMT

Automotive manufacturers, their suppliers and industry groups have all welcomed the government�s announcement last week that it is to subsidise the introduction of electric cars. The Society of Motor Manufacturers & Traders (SMMT) along with the British Vehicle Rental and Leasing Association (BVRLA) joined manufacturers in supporting the Department for Transport�s ultra-low carbon incentive plans.

Features: TOP TIPS FOR DOING BUSINESS IN THE GULF

Tue, 02 Mar 2010 11:02:25 GMT

Global economic uncertainty is causing some businesses to put the brakes on their overseas expansion plans. Yet it is precisely this hesitancy, combined with the unique business climate of the GCC, which makes 2010 an ideal time to establish your presence in the Gulf, argues Mohammad Irfan.

The revelation by Dubai World in November last year that it might have to default on some $60billion worth of loans sent shockwaves through the business world. Dubai, considered a cosmopolitan symbol of new Arab ambition and wealth, was transformed overnight into a castle made of sand in the eyes of the public. Some executives, wary of the possible knock-on effects of a real-estate crunch, shelved plans to expand into a region that is still, in the 21st century, something of a mystery to the western business mind.

Rightly so, no-one can be totally effusive about the situation in the Gulf, given the publicity surrounding the problems in Dubai. However, it is important to understand that Dubai is one of seven emirates that comprise the United Arab Emirates.

Profile: ENTER THE DRAGON MENTOR

Mon, 01 Mar 2010 13:56:12 GMT

Being a small business owner is all about the passion and conviction to execute the business strategy and bring an idea to life, says JAMES CAAN. He has launched the James Caan Entrepreneurs� Business Academy to pass on hard-won experience and practical guidance to entrepreneurs.

Dragons� Den star James Caan is moving into the coaching and mentoring sector with the launch of his own business academy, specialising in entrepreneurialism The academy kicks off with a one-day introductory seminar �Total Business Mastery� on Saturday 20 March 2010 at the Holiday Inn, Kensington Forum.

Caan is aiming his new venture for emerging entrepreneurs and existing owners of small-to-medium-sized enterprises (SMEs), interested in �modelling the very best�. Called the James Caan Entrepreneurs� Business Academy, its purpose is to provide knowledge and pass on hard-won experience and practical guidance to entrepreneurs.

Training: UNDISCIPLINED NEGOTIATION COSTS BUSINESSES

Fri, 26 Feb 2010 13:04:15 GMT

Poor negotiation leads to declining profitability so the most successful companies are improving their bottom line by changing from a reliance on individuals� negotiating competence to an organisational capability. That�s according to findings of a unique benchmark study released this month.

Sales Tip: ALL ABOUT ATTITUDE

Thu, 25 Feb 2010 11:20:18 GMT

Economic Outlook: ORDER BOOKS SIGNAL SLOWING EUROZONE RECOVERY

Wed, 24 Feb 2010 12:49:31 GMT

A slew of recent figures � from the US, the UK and, now, the eurozone � point to a stutter in the recovery, but then it was never sensible to imagine the economy would return to pre-recession �business as usual� levels within the space of a few months.

Cars: 911 TOP DOG TO MAKE GENEVA DEBUT

Fri, 12 Feb 2010 13:13:38 GMT

Porsche says its engineers have developed the new model 911 Turbo S in response to customer demand for �greater power, performance and driving dynamics�.

It & Gadgets: GIVING THE GREEN LIGHT TO GOOD PROSPECTS

Fri, 12 Feb 2010 11:47:48 GMT

Here at ModernSelling.com we recently flagged up poor qualification of leads as the number one mistake made by sales professionals. Accurate, reliable information about the sales pipeline is crucial to the success of any business and now a new online qualification tool aims to eliminate wasted time chasing poor prospects.

What's On: NAKED TRUTH ABOUT SELLING AND BUYING

Fri, 12 Feb 2010 10:30:19 GMT

Sales professionals have the opportunity for a unique perspective on both sides of the buying and selling interface at the Sales Training Association�s (STA) next event on 19 March at the Barcelo Hotel in Oxford.

Sales Tip: LESS IS MORE WITH DIGITAL MARKETING

Thu, 11 Feb 2010 13:25:52 GMT

Features: PRACTICAL WAYS TO BOOST SALES: 6 & 7

Thu, 11 Feb 2010 12:49:47 GMT

In the fifth of a series of short articles setting out seven realistic and effective strategies for maximising revenue this quarter, Fiona Challis reveals the final two steps.

Strategy 6 � Gain focus, momentum and get as many qualified opportunities in your pipeline as possible

If you have read the previous articles and completed the relevant exercises, you will have:

ensured your salespeople are only taking actions that actually help them achieve target;
coached your salespeople to create a plan to succeed;
introduced a prime selling time so your salespeople will now be spending the majority of their time calling the people who can make a difference to your results � your customers;
identified the �revenue tap� you can turn on in the next few weeks; and
ensured your team know and understand the �value add� you are selling.

News: MINISTER WARNS FUNDS TO REIN IN BANK BONUSES

Tue, 09 Feb 2010 13:28:32 GMT

A government minister has called on pension funds to take responsibility for reining in bank bonuses.

People On The Move: LOTUS APPOINTS SALES BOSS

Tue, 09 Feb 2010 12:27:20 GMT

British sportscar-maker Lotus has continued to strengthen its senior management team with a new chief commercial officer. It announced on 27 January that former Ferrari man Andreas Prillmann will be responsible for sales, marketing and after-sales functions the Norfolk-based manufacturer.

People On The Move: FSA CEO TO STEP DOWN THIS SUMMER

Tue, 09 Feb 2010 11:40:44 GMT

Banking watchdog the Financial Services Authority (FSA) announced today (9 February) that chief executive officer Hector Sants will leave the organisation this summer.

Cars: FORD LEADS 2010 SALES REVIVAL

Fri, 05 Feb 2010 13:02:10 GMT

The motor industry is staging a minor rally but is not out of the woods yet.

In the current economic climate, the motor industry is all about unit sales and Ford grew its January car sales figures by almost 1,200 units, according to figures released today (5 February).

Ford Fiesta and Ford Focus continued as the first and second-best sellers in the UK market. In third, fourth and fifth place respectively were Vauxhall Corsa, VW Polo and Vauxhall Astra.

People On The Move: PROFESSIONAL FOOTBALLER IS SALES ACE

Fri, 05 Feb 2010 11:54:51 GMT

Former Oracle sales star Dean Forbes has joined KDS, whose online system helps companies reduce their travel and expense costs whilst ensuring staff are compliant with company policy.

Training: CHANGING NEEDS SPARK NEW CIM TRAINING DIRECTORY

Fri, 05 Feb 2010 10:34:15 GMT

Following in-depth research into the changing needs of today�s sales and marketing professionals, the Chartered Institute of Marketing (CIM) has launched 14 new courses this year, including several in the digital marketing arena. Programmes ranging from �Advanced SEO* Marketing� to �Market and Sales Forecasting� are amongst over 120 courses in the 2010 Learning and Development Directory of Courses.

Guest Comment: POST-RECESSION SELLING

Fri, 05 Feb 2010 08:35:31 GMT

Will you be using SAS-style tactics or engage in the same tired old sales trench warfare, asks Greg Anyon?

At some point in the not-too-distant future we will get off our knees, having crawled the equivalent of the Paris-Dakar. We will officially be out of recession and, once we have liberally applied the Savlon, the happy journey back to prosperity will begin.

Features: PRACTICAL WAYS TO BOOST SALES: 5

Thu, 04 Feb 2010 18:49:55 GMT

In the fourth of a series of short articles setting out seven realistic and effective strategies for maximising revenue this quarter, Fiona Challis explains how to help your team sell what the customer really wants.

Strategy 5 � Get your team out of the mentality of �If I call enough customers some of them will buy�.

An old classic that I see happening in many sales teams is salespeople calling up customer after customer telling them about how good their product or services are, when really what they need to be doing is asking customers the right questions to establish the value-add that the product or service will bring them.

Yet, we all know that customers do not buy products or services: we know that either they have a real business gain from using your product or service or they have a business pain that they need your product to reduce or remove.

Sales Tip: FOLLOW-UP STRATEGIES

Thu, 04 Feb 2010 18:04:04 GMT

Training: XEL TRAINING ADDS NEW VENUE AND DATES

Thu, 04 Feb 2010 16:09:49 GMT

Xel Training & Development, which specialises in sales, customer service and leadership skills training, has just announced new dates and an additional venue for its spring 2010 programme of sales training �preview mornings�.

Sales Tip: THE MOST COMMON SALES MISTAKE

Fri, 29 Jan 2010 15:56:30 GMT

Hotels & Travel: 2009 WORST YEAR FOR AIRLINES

Fri, 29 Jan 2010 14:04:37 GMT

A combination of corporate travel bans, new technology and the financial squeeze on consumers has made for an extremely tough year for the airline sector.

Export: LONDON ICON HEADS FOR WARSAW

Fri, 29 Jan 2010 13:34:47 GMT

Warsaw got its first taste of a world-famous icon last night when the London taxi was launched by Dufort London Taxis at its after sales premises. �Cool�, �Warsaw will love this vehicle� and �I can�t wait to use one; they are fantastic� were just some of the comments from impressed guests.

Features: PRACTICAL WAYS TO BOOST SALES: 4

Fri, 29 Jan 2010 12:59:44 GMT

In the third of a series of short articles setting out seven realistic and effective strategies for maximising revenue this quarter, Fiona Challis explains how to turn on your revenue tap.

Strategy 4 � Identify your revenue tap and turn it on

There are two main ways to gain increased revenue by the end of the financial year: first, you have your existing customers that you can gain additional spend from; and, secondly, you have new business customers.

The best approach for you to take and focus your time and efforts on will be heavily dependent on the products and services you sell. However, before you decide on the course to take I would urge you to consider the following....

News: COLD-CALLING BANNED IN SRB MARKET

Fri, 29 Jan 2010 11:29:01 GMT

Cold-calling and leaflet drops have been banned in the sale and rent-back (SRB) sector as the official watchdog continues its tough approach to the way the financial services industry brings certain products to market. The Financial Services Authority (FSA) today (29th January) announced new safeguards for consumers.

What's On: UK TOY INDUSTRY COMES OUT FIGHTING

Tue, 26 Jan 2010 12:57:54 GMT

Despite a tough trading year and the loss of 800 Woolworth stores, the UK toy industry has come out fighting with many retailers reporting a growth in 2009, especially in the last quarter of the year.

Figures were unveiled at Toy Fair this morning by BTHA (British Toy & Hobby Association) chairman Roger Dyson. And X Factor finalist Stacey Solomon made a personal appearance this morning at the industry�s annual trade event which runs 26-28 January at Olympia in London.

It & Gadgets: THE ONLINE REVOLUTION ACCELERATES

Fri, 22 Jan 2010 17:01:35 GMT

Newspapers and television are set to undergo some far-reaching changes this year, as new technologies pave the way for changes in how people receive and access information. Accountants BDO point to a continuing shift online by the media industry.

Partner and head of TMT in the firm�s Southampton office, Paul Anthony told ModernSelling.com: �Newspapers are having to revise their business models in order to meet changing consumer demands.�

He added: �This requires investment and long-term planning. The stronger well-capitalised players will be able to re-invent their offerings while the weaker, more highly leveraged players will find it more difficult. It may also be the case that, if we have a change of government in 2010, a new and more flexible regulatory regime could alter the playing field.�

What's On: CALL FOR SMEs TO ENTER EXPORT AWARDS

Fri, 22 Jan 2010 16:13:29 GMT

Calling all London-based SMEs (small and medium-sized enterprises)! Dragons� Den star James Caan and design guru Sir Terence Conran are amongst business luminaries judging the London Export Awards, organised by UK Trade & Investment.

Cars: EUROPEAN SALES LIKELY TO BE DEPRESSED

Thu, 21 Jan 2010 10:20:27 GMT

These are troubled times for the American automotive giants but there were some bright spots at the North American International Auto Show in Detroit, according to the Headlineauto agency.

Volkswagen wowed Detroit show goers in 2009 with its Concept Bluesport and this year it also stole many of the press day plaudits with its New Compact Coupe, based on the latest Golf.

Reports suggest that the NCC could be in production at VW�s Tennessee factory within two years.

The NCC is powered by a 148bhp direct injection and turbocharged 1.4-litre TSI engine, which drives the front wheels via a seven-speed DSG gearbox. But there�s also a 20kW electric motor which is used to boost acceleration or enable zero-emissions running. VW is claiming a top speed of 141mph and 0-62mph in 8.6 seconds. Even more impressive is the claimed 67.3mpg and CO2 emissions of 98g/km helped by a stop-start system.

Cars: ENHANCEMENTS GET GREEN LIGHT

Wed, 20 Jan 2010 18:16:52 GMT

BMW has announced a raft of improvements and changes to the 3 Series range to offer drivers more power and torque with lower fuel consumption and emissions. All the new engines and models make their debut in the UK market on 20 March and conform to EU5 emissions standards.

BMW announced on 18 January that its 3 Series Coup� and Convertible receive design changes and interior enhancements which, it says, are intended to keep both models at the forefront of their respective sectors. The company will also launch the BMW 320d EfficientDynamics Saloon � its cleanest 3 Series ever.

It is interesting to reflect on just how far diesel technology has come in a dozen years. Back in 1997, BMW�s 325td Saloon had 25% more engine capacity than today�s standard 320d Saloon. Yet the intervening years have made the 325td look sluggish and thirsty by comparison.

Today�s standard 320d Saloon � not the 320d EfficientDynamics Saloon variant � has 58% more power, 71% more torque, 36% lower emissions and consumes 58% less diesel. At 7.5 seconds to 60 mph, it is also 4.5 seconds or 38% quicker � that�s progress!

Cars: FIAT GOES FOR THE PINK POUND

Tue, 19 Jan 2010 19:25:23 GMT

With one eye firmly on the pink pound and the other on Barbie Girl, Fiat has launched what it calls the �limited edition Fiat 500 that customers have been asking for� � the 500 Pink.

Sales Tip: BITE-SIZED CHUNKS

Tue, 19 Jan 2010 13:04:20 GMT

What's On: CALL FOR BESMA NOMINATIONS

Mon, 18 Jan 2010 11:01:42 GMT

The Institute of Sales and Marketing management has put out a call for entries for the 2009 British Excellence in Sales & Marketing Awards (BESMAs).

News: CONSUMERS PREFER EMAIL CHANNEL

Mon, 18 Jan 2010 09:56:29 GMT

A study into consumer attitudes to marketing has revealed that email is consumers� favourite direct marketing channel, the Direct Marketing Association (DMA) said on 13 January. And, consumers are happier to receive emails from trusted sources than marketers predicted.

Features: PRACTICAL WAYS TO BOOST SALES: 3

Mon, 18 Jan 2010 08:39:57 GMT

In the second of a series of short articles setting out seven realistic and effective strategies for maximising revenue this quarter, Fiona Challis underlines the importance of introducing a prime selling time.

Strategy 3 � Introduce a prime selling time

In sales it is simple, the more customers you talk to, the more likely it will be that you will hit target. For me this is a �no-brainer�; however, I see so many who are actually spending a lot of their time on non-sales-related activities and in the prime business hours they are doing admin instead of calling the people who can help them to hit target � their customers.

It & Gadgets: MOBILE SOCIAL MESSAGING WILL DRIVE MARKET

Thu, 14 Jan 2010 18:07:41 GMT

Amid signs of economic recovery, 2010 will be the year when mobile operators worldwide protect their existing revenue channels while exploring new ones, says technology company Synchronica�s chief executive officer Carsten Brinkschulte.

Data services will play an even more important role in 2010, supported by an enlarged mobile messaging landscape that, in addition to SMS, will also encompass mobile email, mobile social networking, and instant messaging (IM). Contrary to many analysts� belief, the device platform landscape will not consolidate, but further diversify as new platforms like Maemo, LiMo and Android take their market share.

As the battle between operators, device manufacturers, and internet portals for value-added services (VAS) intensifies, operators will play their strongest card - their billing relationship with the user.

People On The Move: NEW LEADERSHIP TEAM FOR RICARDO IN US

Thu, 14 Jan 2010 17:29:12 GMT

Ricardo plc�s US subsidiary has strengthened the company�s senior management team with key appointments this month.

People On The Move: NSAFS STRENGTHENS LONDON TEAM

Thu, 14 Jan 2010 16:10:41 GMT

The National Skills Academy for Financial Services (NSAFS) has strengthened its team by employing Therese Reinheimer-Jones as regional director for London, it said on 5 January.

People On The Move: CHADWICK TO DRIVE AON MANCHESTER BUSINESS

Thu, 14 Jan 2010 15:33:39 GMT

Aon, Manchester�s leading insurance broker and risk adviser, announced on 13 January that it has appointed Kelvin Chadwick as sales director. He will lead the commercial sales effort and build on three years of strong revenue growth for the branch.

People On The Move: BRIT LEADS KIA SALES PUSH IN EUROPE

Thu, 14 Jan 2010 15:11:48 GMT

Kia Motors Europe has announced the appointment of Bernard Bradley as vice-president sales, as the company continues to add new resources and strength to its sales organisation in Europe.

What's On: THE SELLING SHOW: 24 FEBRUARY, THISTLE CITY BARBICAN

Thu, 14 Jan 2010 13:11:08 GMT

The Selling Show has launched an award for the best book on sales by a UK author.

What's On: DRAGON FRONTS 'THE BUYING GAME'

Thu, 14 Jan 2010 11:29:43 GMT

Behind the scenes at Britain�s retail giants, buying teams have the power to create trends, make or break careers and decide exactly what the public buys.

Features: PRACTICAL WAYS TO BOOST SALES: 1 & 2

Mon, 11 Jan 2010 11:40:05 GMT

In a series of short articles, Fiona Challis sets out seven realistic and effective strategies for maximising revenue this quarter. Here are the first two points to consider....

Strategy 1 � Are your salespeople working harder or smarter?

Work harder or work smarter? The two are not necessarily mutually exclusive.

With many companies� financial year ending in March, the pressure is on this quarter to generate as much revenue as possible. There is no time for slacking, and managers want to see their teams being productive and taking positive action each day towards achieving team targets.

However, despite this increased pressure to perform, are your salespeople really taking positive action that will actually help them achieve targets or are they simply keeping busy?

Jobs & Career Information: HAYMARKET BUYS MEDIA SALES NETWORK

Fri, 08 Jan 2010 15:28:45 GMT

The Friday Pint � a network of websites and events for commercial media professionals � has been sold to Haymarket Business Media. Sites, including media sales jobs and media sales jobs UK, will be merged with MediaWeekjobs.co.uk to provide the �most powerful online resource for both jobseekers and recruiters alike�.

Hotels & Travel: THE BEST 4 X 4 BY FAR

Fri, 08 Jan 2010 14:46:45 GMT

Clearly, the winter white-out is taking its toll on people�s travel plans, with a knock-on effect on Britain�s hospitality and tourism sector. However, one West Country hotel is aiming to tempt weekenders with a special 4 x 4 promotion.

What's On: TFM&A UNVEILS YOUTUBE KEYNOTE SPEAKER

Thu, 07 Jan 2010 16:30:16 GMT

Following last year�s �Sensational Six� keynote speakers at the Technology for Marketing & Advertising event, 2010 sees the show showcasing eight high-level presentations.

Hotels & Travel: WHITE OUT BRINGS UNEXPECTED BENEFITS

Thu, 07 Jan 2010 15:22:50 GMT

With virtually the entire country under a blanket of snow and ice, the winter whiteout conditions are clearly visible in this striking satellite image received by the University of Dundee Satellite Receiving Station today. The image was transmitted today from the NASA satellite Terra.

Profile: SME MAKES BRAZIL BREAKTHROUGH

Thu, 07 Jan 2010 12:14:49 GMT

A Buckinghamshire family business is celebrating a double success after a major breakthrough in the rapidly emerging market of Brazil and also reaching the shortlist of next month�s Chartered Institute of Marketing Excellence Awards.

Set up 23 years ago, Mediplus develops and manufacture medical devices for the urology, urogynaecology, gynaecology, gastroenterology and anaesthetics sectors. Its latest product � a non-invasive bladder analysis system for men � recently received official recognition in Brazil, leading to firm orders and the promise of many more.

People On The Move: EURO ROLE FOR MASERATI GB BOSS

Wed, 06 Jan 2010 11:47:25 GMT

German-born sales management specialist Thomas Hajek is stepping up from his position as managing director of Maserati GB Ltd to a Western European role.

Guest Comment: IT TAKES A CHANGE

Mon, 04 Jan 2010 13:20:08 GMT

Isn�t sales just about change management, asks author of Brilliant Selling, Tom Bird?

When you think about it, there is very little that is new in sales. If we strung every story about rapport-building or asking questions together I am sure we could reach the moon and back!

In my view there are lots of different ways to sell and engage with the selling process, but, fundamental to success, is a cooking pot that contains remarkably few ingredients that add up to any one of a number of successful recipes. Beliefs, prioritisation and rapport are all in the pot but something that is not considered as regularly in articles is the fact that selling is about change and, to some extent, a salesperson has to be good at change management.

Economic Outlook: CONSUMERS MAKE NEW YEAR'S RESOLUTION TO GET FINANCIALLY FIT

Mon, 04 Jan 2010 11:53:54 GMT

Despite continuing uncertainty there are signs that parts of the economy are beginning to emerge from the doldrums, though there has been a profound shift in the way business is done in a number of sectors.

One of the major trends is the continuing shift to online retailing. Grocer Ocado recently reported record sales for the Christmas period. The Hatfield-based online grocery retailer also supplies a delivery service for Waitrose web customers.

News: NO SURVIVAL OF THE WITLESS

Mon, 04 Jan 2010 10:23:38 GMT

Here at ModernSelling.com we like to start the year with a bit of humour, so here are the results of the 2009 Darwin Awards.

Sales Tip: BUYING SIGNALS POINT THE WAY FORWARD

Fri, 18 Dec 2009 12:23:28 GMT

Motivation: DIVIDEND AND BONUS CUTS WOULD HAVE AVOIDED BAIL-OUT

Fri, 18 Dec 2009 11:59:14 GMT

There can�t be a single member of the public who hasn�t worked out that, if banks had been as prudent over recent years as they always tell their customers to be, they wouldn�t have needed to come to the tax-payer for a bail-out. But now it�s official!

News: DODGY SHARE-SELLING FIRM CLOSED

Fri, 18 Dec 2009 10:00:49 GMT

An unauthorised share-selling company based in Abertillery, South Wales has been wound up in the High Court following an investigation by Companies Investigation Branch (CIB) of the Insolvency Service. The company was closed down at a hearing on 9 December when dodgy sales practices came to light, the Insolvency Service said today (18 December).

News: BROKER BANNED FOR HIGH-PRESSURE SELLING

Fri, 18 Dec 2009 09:31:26 GMT

The Financial Services Authority (FSA) is cracking down hard on dishonest brokers and rogue companies using unacceptable sales techniques.

News: TORONTO DOMINION FINED �7M FOR REPEAT FAILINGS

Thu, 17 Dec 2009 16:16:19 GMT

A Canadian bank today (17 December) escaped a �10 million fine from the Financial Services Authority (FSA) by agreeing to settle early.

Cars: GORDO WELCOMES MINISTERIAL MINI E

Thu, 17 Dec 2009 15:24:54 GMT

What�s Gordo looking at? It�s an all-electric, zero emissions Mini which joined the government car pool on 15 December.

It & Gadgets: GOLD BOOK MOVES TO MAXIMISE SALES EFFORT

Tue, 15 Dec 2009 18:21:42 GMT

How a Canadian publishing giant is boosting the effectiveness of its sales team with the help of a British field sales reporting system.

Canadian regional magazine and newspaper publisher, Metroland Media Group is to implement a revolutionary field sales reporting system, in a move designed to boost the efficiency and effectiveness of the field sales force working for its Gold Book directory division.

Hotels & Travel: STAYCATION PHENOMENON NOT JUST HYPE

Tue, 15 Dec 2009 15:00:37 GMT

A rise in English seaside holidays last summer means the so-called �staycation� trend was more than just a media phemonenon, VisitEngland said today (15 December). According to figures from the UK Tourism Survey, the number of holiday trips taken by Britons within England between June and August was up by 22%, and the amount spent increased by 20%, compared with the same period in 2008.

People On The Move: NEW RECRUIT FOR RENAULT TRUCKS COMMERCIAL DEPARTMENT

Tue, 15 Dec 2009 12:07:58 GMT

Renault Trucks UK has appointed Mark Patterson (32) as its new regional sales manager for used vehicles.

People On The Move: AUTO WINDSCREENS TEAM HITS THE ROAD

Tue, 15 Dec 2009 11:26:29 GMT

It seems that some organisations are bucking the trend for taking their sales teams off the road. With a renewed focus on local sales, national automotive glazing services provider Auto Windscreens has appointed a regional sales team, the company announced on 14 December.

Sales Tip: SAVE THE CHAT FOR THE END

Mon, 07 Dec 2009 12:06:27 GMT

Economic Outlook: MARKETERS CONFIDENT ON BUSINESS AND ECONOMY

Fri, 04 Dec 2009 13:55:15 GMT

Sales performances are up, marketing spend is up and redundancies are declining. That�s the message from the Chartered Institute of Marketing�s (CIM) latest Marketing Trends Survey (Autumn 2009) published on 2 December.

Training: I LOVE THE SMELL OF COLD-CALLING IN THE MORNING

Fri, 04 Dec 2009 12:37:38 GMT

Cultivate a positive prospecting culture or face extinction, Marcus Cauchi warns managers.

If Darwin were alive today, he would probably say that recession is Mother Economy�s way of weeding out those who cannot adapt. His advice: put yourself in danger of making some sales or face extinction.

Nobody likes cold calling. The cold hard truth, if you don�t cultivate a positive prospecting culture in your organisation, you could go the way of the Dodo.

Guest Comment: A SOFTER APPROACH TO SALES

Fri, 04 Dec 2009 10:04:17 GMT

You do not have to be pushy to be successful in sales, argues soft-selling advocate Richard White. Here, he outlines the principles of soft selling and how tactics such as story-telling can help build lasting relationships.

You do not have to be pushy to be successful in sales! The majority of the time, hard-selling actually destroys customer relationships resulting in a loss of sales.

The philosophy behind soft selling is that people do not like being sold to, but they do like to get help in solving their problems. Soft selling is a way of doing business where the buyer does not feel like they are being �sold� to. Everything is done in a professional and adult manner where the long-term relationship is key.

Cars: 458 ITALIA REALLY IS TOP GEAR

Fri, 04 Dec 2009 09:19:52 GMT

Ferrari�s recently unveiled 202 mph supercar, the 458 Italia has scooped not one, but two prestigious gongs from BBC Top Gear Magazine.

Cars: TAKING THE SQUARE ROUTE

Thu, 03 Dec 2009 17:49:04 GMT

Can Nissan�s Cube follow in the wake of Fiat�s iconic 500 and become an urban style legend in the UK? Well, maybe, says Nick de Cent.

Munted is a �delightful� word I learned recently from my 12-year-old-daughter: apparently it means �ruined� or �out of your head on drugs�. There�s a related (I presume) and equally colourful slang expression � �munter� � which, I�m told, means ugly, especially when applied to women.

I�m currently trying to make up my mind whether either term might reasonably be applied to the new Cube, which makes its debut over here in January. For, while Nissan describes this box of tricks as �cute, quirky and perfectly formed� with �iconic angular design�, I�m of the opinion that no amount of posing the Cube next to modern-art installations will fool us into believing this vehicle is a thing of beauty.

Motivation: ACCOUNTANTS ENTER TARGET-SETTING DEBATE

Wed, 02 Dec 2009 15:24:40 GMT

The new collaborative selling environment demands innovative ways of measuring performance, setting targets and designing incentive plans. Performance targets, incentive plans and performance measures cannot be considered in isolation as they are highly interrelated, recent research from CRANFIELD SCHOOL OF MANAGEMENT has found.

Cranfield today (2 December) unveiled a new framework designed to support organisations in the target-setting process. Called the �Cranfield target-setting wheel� it aims to help businesses �transform their existing performance management and incentive systems to reflect the sales environment that staff operate in and establish targets that will generate the expected behaviours�.

People On The Move: KEY APPOINTMENTS FOR AON TEAM

Wed, 02 Dec 2009 12:15:42 GMT

The UKs largest credit insurance broker, Aon Trade Credit UK (ATC) announced on 1 December that it has appointed Phil Simmons, Kevin Finch and Nicola Smith formerly of RK Harrison.

People On The Move: BRS APPOINTS NEW SALES DIRECTOR

Wed, 02 Dec 2009 10:38:25 GMT

Dunstable-based truck rental, contract hire, driver and fleet management services company, BRS has appointed Jon Juxon as its new sales director.

Sales Tip: WHERE THE CREDIT BELONGS

Fri, 20 Nov 2009 14:56:46 GMT

Hotels & Travel: HANDBAGS AT DAWN

Fri, 20 Nov 2009 12:05:46 GMT

A war of words has broken out between the airline and teleconferencing industries as they battle to attract the sales sector.

Faced with many companies banning all but essential air travel during the downturn, a focus on greener ways of doing business, the underlying terrorist threat and the proliferation of teleconferencing technology, it�s not surprising that this last year has been a dire one for airlines.

But it�s not just been the traditional carriers like British Airways that have suffered; low-cost airlines like Flybe (partly owned by BA and Britain�s largest domestic carrier) have also had to fight for every passenger.

It & Gadgets: DOW JONES LAUNCHES SOCIAL SELLING TOOL

Tue, 17 Nov 2009 11:34:22 GMT

So-called �social selling� signals an end to cold calling � that�s the view of global business news and information services company, Dow Jones. Instead, sales professionals can take advantage of a suite of tools that automatically identifies reasons to call companies and connect to prospects with a real need.

Profile: BRIT STEPS IN TO LEAD EUROPEAN OPERATIONS

Mon, 16 Nov 2009 10:34:48 GMT

A globe-trotting Brit with extensive sales and marketing experience is taking the helm at Opel-Vauxhall following General Motor�s decision to hang onto its European subsidiary.

Following hard on the heels of General Motor�s recent decision to retain Opel-Vauxhall, the Detroit automotive giant announced on 10 November that a former European sales boss is to oversee European operations following the departure of Opel chief Carl-Peter Forster. Executive vice-president and president, GM international operations, Nick Reilly � a Brit � will assume responsibility for the European subsidiary while an external search for a new chief executive officer (CEO) gets underway.

Training: HERE COME THE GIRLS!

Fri, 13 Nov 2009 15:33:01 GMT

At just 24-years-old, Anneli Thomson has become the youngest associate ever throughout Sandler Training�s worldwide network of 250 offices.

It & Gadgets: MINI-NOTEBOOKS DRIVE EUROPEAN PC MARKET

Thu, 12 Nov 2009 11:47:26 GMT

Consumer demand for mini-notebooks is leading a modest revival in the European personal computer market but business demand remains weak, an information technology analyst reported on 11 November.

What's On: BANK PAYING TO STAUNCH TALENT HAEMORRHAGE

Mon, 09 Nov 2009 14:09:15 GMT

Troubled part-nationalised bank, the Royal Bank of Scotland admits that it is losing salespeople and other key staff and has been paying guaranteed bonuses this year in an attempt to attract top talent. These are just some of the issues raised in a wide-ranging interview with RBS chief executive STEPHEN HESTER on Channel 4 News on 9 November.

Royal Bank of Scotland posted a pre-tax loss of �2.2billion for the July to September quarter with so-called �impairment losses� down 30% from �4.7 billion the previous quarter. The bank has also written off another �3.3billion in bad debts and other bad investments. It says conditions remain �fragile�.

Channel 4 News� reporter John Sparks talked to Hester in the light of last week�s interim figures and Tuesday�s news that revised participation in a state-backed asset insurance plan will see UK tax-payers� holding rise to 84%.

Sales Tip: WHEN THE CUSTOMER DECIDES TO BUY

Mon, 09 Nov 2009 09:34:20 GMT

News: THE B2B BUYING-DECISION JOURNEY

Fri, 06 Nov 2009 15:08:12 GMT

Today�s B2B prospects may have access to overwhelming amounts of information, but now more than ever they are looking for intelligence they can trust to help them make the right choices, says Bob Apollo of Inflexion-Point Strategy Partners.

B2B (business-to-business) vendors can�t expect to succeed in our new world of increasingly well-informed prospects simply by �selling harder�. They clearly need to sell and market smarter � and to facilitate their prospect�s decision-making journey.

Successful B2B sales people � and the marketers who support them � have to become trusted advisers who are able to help their prospects to solve problems, simplify complex choices, and manage change.

Guest Comment: A FISH ROTS FROM THE HEAD DOWN

Fri, 06 Nov 2009 10:50:59 GMT

Company heads must take responsibility for poor sales performance, says Marcus Cauchi.

Bad selling and management habits are rife in today�s businesses. Company heads that allow these behaviours to persist could be leaving money behind that is equal to or greater than their current profits.

Stuck in traditional selling paradigms, many company heads are actively encouraging these inefficient behaviours. Tough times need tough, disciplined management.

Features: TIME TO OPEN THE EMERGENCY INSTRUCTIONS?

Mon, 26 Oct 2009 08:48:35 GMT

Is there anything practical you can do to boost your fourth quarter? Well, yes there is and it involves technology, says Alan Timothy of i-snapshot.

It is the 4th quarter, time to pay the piper for targets submitted last budget round, and all those deals reported in the pipeline which are yet to see the light of day. As the clock ticks is there time to do anything that will have an impact before the year end and show that rise that shows all is well for 2010?

If I said yes, and the answer involves technology, I can feel the scepticism. I m sure many of you have lived through the broken promises of IT particularly when the words of crm/sfa are also involved.

Features: THE Q4 FREIGHT TRAIN: CLIMB ABOARD OR BE FLATTENED

Thu, 22 Oct 2009 12:41:44 GMT

Sales leadership consultant Se�n Weafer reckons now is the perfect time to de-clutter you clients and your team.

So here it comes accelerating like a freight train � the 4th Quarter. It�s been a tough year all round and many of us have seen a dip in our earnings. Here are some sales and management strategies to help drive those numbers in the 4th quarter.

Features: NOT ALL BAD NEWS

Thu, 22 Oct 2009 12:05:54 GMT

When we asked sales leaders about the impending fourth quarter, some of them gave us an insight into their own situation....

Features: 3 TIPS FOR OPTIMISING THE SALES ORGANISATION

Thu, 22 Oct 2009 11:31:12 GMT

IDC�s Sales Advisory Practice director Lee Levitt wrote to sales leaders back in June offering a comprehensive three-step process for maximising Q4 results. Here�s an edited version of what he had to say.

Features: MAY THE FOURTH (QUARTER) BE WITH YOU!

Thu, 22 Oct 2009 10:14:34 GMT

End of the year or end of the line? Editor Nick de Cent delves into the Q4 sales phenomenon.

The Fourth Quarter: some look on it as a time of excitement, when the team pulls together to squeeze every last bit of performance � and revenue � out of the organisation and its customers; others, however, see it as needless and artificial distraction driven by market expectations and entrenched buying cycles.

Here are a few of the contrasting views from people ModernSelling.com contacted.

News: WHY COLD CALLERS GET THE COLD SHOULDER

Fri, 16 Oct 2009 09:58:54 GMT

Can you imagine what is like to be overwhelmed by floods of cold calls every single day? Welcome to the world of the �decision-maker�....

We all believe in the product or service we sell. Or we should do if we deserve to be selling it!

But that belief clouds our vision: we assume that everybody will be just as enthusiastic about our offering as we are. All we need is �two minutes of the prospect�s time� to make our case and then they�ll be grateful...

News: SALES BOSS STYLE AGGRESSIVE AND DICTATORIAL

Fri, 16 Oct 2009 09:03:47 GMT

�Aggressive and dictatorial� were the most popular words salespeople used to describe their line manager�s style, according to a wide-ranging survey of the sales profession. However, salespeople are split on their boss�s management style with �supportive and empowering� emerging as the second-most popular-description.

Cars: SALES MANAGER'S FAITH IN THE PRODUCT

Wed, 14 Oct 2009 10:39:00 GMT

Many of us will remember that old TV ad with Victor Kiam, who liked Remington electric razors so much that he bought the company.... Now, Mazda national sales manager Floyd Timms has decided he liked his own company and products so much he�s invested in the brand and bought Lodge Garage in Kingswood, Aylesbury (and demonstrated admirable faith in the product he�s selling � Ed).

Sales Tip: CROSS-SELLING THE RIGHT WAY

Tue, 13 Oct 2009 10:52:38 GMT

Presentation Aids: NOT ANOTHER BORING POWERPOINT SHOW!

Mon, 12 Oct 2009 17:36:44 GMT

How do the world�s best speakers get across their message? Jacki Rose offers her own tips on creating and delivering an engaging sales presentation.

People are always telling me how they sat through a boring presentation or even that they gave a boring presentation � you know it�s bad when you are the speaker and you are bored by your own presentation!

We are in the middle of an epidemic and it�s called PowerPoint. Most businesses think they have to use it because it�s �professional�.

Export: TAP EUROPEAN MARKETS SAYS MINISTER

Mon, 12 Oct 2009 13:36:00 GMT

British service-sector companies, including SMEs (small and medium-sized enterprises), should take advantage of new opportunities to do business with Europe, Business Minister Ian Lucas has urged.

News: BRIBERY OR ADVANCE DISCOUNT?

Mon, 05 Oct 2009 10:22:42 GMT

The bloggers have been busy since last week�s announcement that the Serious Fraud Office (SFO) is looking to pursue the prosecution of British defence giant BAE Systems over bribery allegations.

Profile: ACADEMIC RIGOUR OR GUT INSTINCT?

Mon, 05 Oct 2009 08:56:01 GMT

When the pragmatist finally met the complete academic (and agreed with what he said!): Mark Savinson talks to Professor Neil Rackham.

One of my many endearing faults is my constant desire to get one over on an academic. It�s something which has helped me remain focused on steering a pragmatic route through problems, but which can occasionally leave me closed off to thinking based upon rigorous research (as opposed to gut instinct). But I have finally learned that this may not always be the best approach.

As someone who works in the �sales effectiveness� arena and also advises SMEs (small and medium-sized enterprises) on their sales strategies, I have always been wary of falling into the consultant�s trap of over-complicating things. My regular introduction is �I need you to keep everything simple because the more complicated it gets, the more confused I become, and so do you�.

This has resulted in a healthy scepticism of sales methodologies, as too often they become a victim of their own complexity. However, there was always one methodology that I could relate to � SPIN. It had everything going for it; only a four-letter acronym, it could be described on one page, and was not overly contrived. So it was with interest I met its creator, Neil Rackham.

Our View: THE SALES REVOLUTION

Sun, 04 Oct 2009 17:52:42 GMT

Britain�s largest profession needs an effective institute to see it safely into the 21st century.

Sales Tip: SLEEPING ON A PROBLEM

Fri, 02 Oct 2009 09:57:01 GMT

Guest Comment: OPEN DOORS WITH SOCIAL SELLING

Thu, 01 Oct 2009 12:09:06 GMT

More than just a buzz word, social selling represents the next generation of B2B social networking, argues Tom Aley from Dow Jones. He explains how to find that elusive connection through social networking.

Over the past year, social networking applications have proliferated across many departments in the corporation. Sales departments especially are groups where �who you know� can mean the difference between success and failure.

Let us take that thought to the next logical level � it is not just whom you know, but whom you and your colleagues know that will enable your pipeline to grow. This is the first piece of what we now call �social selling�� being aware of every person to whom we are connected and having the information that tells us when he or she may be ready to buy (a trigger).

Hotels & Travel: SUMMER OF 2009

Fri, 25 Sep 2009 12:23:37 GMT

Summer�s over, the days are getting colder and the nights drawing in. We�ve all got our heads down back at work. Thoughts of that last beach holiday are just a distant memory. However, there�s always the next break to look forward to....

Customers of hotel comparison site Trivago.co.uk have been reviewing their latest beach experiences, sharing theirholiday snaps and offering other travellers tips for their next beach holiday. For instance, if you plan to visit Australia, don�t miss a trip to Whitehaven Beach; the longest beach on Fuerteventura can be found on the peninsula Jandia; and a hidden gem is the quiet Balos beach in Crete.

Here�s a list of the most popular beaches from the summer of 2009.

It & Gadgets: HONDA RE-INVENTS THE WHEEL

Fri, 25 Sep 2009 11:07:47 GMT

How about this for a nifty gadget? It certainly beats horsing around on a swivel chair in the office.

Motivation: PARETO BREAKS OUT THE BUCKETS AND SPONGES

Sun, 20 Sep 2009 09:12:22 GMT

How�s this for a sales promotion? If it works, it should help develop new business for the organisation and motivate the team.

Cars: THE CONCEPT IS NO COMPROMISE

Sat, 19 Sep 2009 16:49:53 GMT

At a time when the automotive world is falling over itself to embrace greener technologies and break free from a dependence on oil, ultimate performance and luxury marquee Bugatti has chosen to unveil what it describes as the �most exclusive, elegant, and powerful four-door automobile in the world� � cue the Bugatti 16 C Galibier concept.

We�ve all seen Jeremy Clarkson creaming is pants over the Veyron (even my 12-year-old daughter wants one, though she�ll settle for a Mini Cooper S convertible � Ed) but how will the ultimate luxury offering from the folks at Molsheim in Alsace, France, fit into today�s world of faltering economics and hybrid engines?

Yet, maybe it doesn�t matter to the super-rich who can be this car�s only market; we�ll see if it ever gets built. Bugatti president Dr Ing. Franz-Josef Paefgen has stressed that the Galibier is one of several concept studies the company is considering for the future direction of the brand.

So, as the climax of its centenary celebrations, the VW subsidiary showed off its 16 C Galibier concept to a bunch of the good and the great � or filthy rich (do you mean customers and opinion-formers � Ed?) at the company HQ founded by the legendary Ettore Bugatti. �Galibier� is the name of one of the most difficult alpine passes along the Tour de France and was a version of the four-door Type 57 Bugatti which, in its time, was the epitome of sporting elegance.

Sales Tip: MY GLASS IS ALWAYS HALF EMPTY

Fri, 18 Sep 2009 13:20:12 GMT

Presentation Aids: KEEP ON TOPIC

Fri, 11 Sep 2009 12:17:14 GMT

When marketing manager at Profile Analysis, Alexandra Miller asked for some advice on good and bad presentations from the members of the Modernselling.com group on LinkedIn, she appeared to have hit on an issue close to the heart of many businesspeople.

Cars: BEST OF BRITISH

Thu, 10 Sep 2009 18:58:54 GMT

McLaren chose a notable date � 09/09/09 � to unveil its new road-going high-performance sports car. But will its new offering survive in a fiercely competitive sector, asks Nick de Cent?

McLaren Automotive is a company rich in recent history both on the track and in terms of its road-legal supercars. The firm�s automotive division has already built the world�s most critically acclaimed supercar, the McLaren F1 (1993-1998) and the world�s best-selling luxury supercar, the Mercedes-Benz SLR McLaren (2003-2009). Can it replicate this success with a new line of �no-compromise� sports cars?

The new MP4-12C is the first in a range of high-performance vehicles from the Woking-based manufacturer, which the company says will �challenge the world�s best sports cars�. It says the rules in the sports car world are about to be re-written: well, that�s fighting talk, even if the new line is being launched at a time of unparalleled upheaval in the automotive industry.

�McLaren is already a car maker with maturity and experience, having produced iconic cars such as the F1,� McLaren Automotive managing director Antony Sheriff emphasised to ModernSelling.com.

Hotels & Travel: BMIBABY PLANS EXPANSION FROM EAST MIDLANDS AIRPORT

Wed, 09 Sep 2009 15:02:14 GMT

Just days after easyJet announced its departure from East Midlands Airport, low-cost airline bmibaby has announced major expansion plans from the airport on 9 September.

Hotels & Travel: MICHELIN PUB OF THE YEAR NAMED

Wed, 09 Sep 2009 13:17:17 GMT

Fancy nipping out for a quick pub lunch or a relaxing weekend away? The Masons Arms in Knowstone, Devon, has been named Pub of the Year 2010 in the latest Michelin Eating Out in Pubs guide launched today (9 September).

Profile: AWARD FOR CAREER-CHANGE SALES DIRECTOR

Mon, 07 Sep 2009 10:24:39 GMT

Just months after launching a new training career, a former technology sales director has been recognised for his endeavour with an award.

Steve Swatman, 50, won Sandler Training�s �new franchisee� award following a record-breaking start to his new enterprise. Swatman swapped a 25-year career in the technology industry to join the training company.

Swatman, who works in Surrey and South West London, tells ModernSelling.com that he is delighted with the way his new career has begun.

�I�ve been with Sandler for seven months now and I like to make all my training courses entertaining. I�ll train anybody from one-man-bands to massive businesses like Nokia,� he said.

Training: HIGH STREET LAST RESORT FOR WEB-SAVVY SHOPPERS

Sun, 06 Sep 2009 10:06:14 GMT

The high street is quickly becoming the last resort for shoppers who prefer to browse the internet for cheaper prices and also avoid poor customer service, according to trainer Richard White.

What's On: UK'S MOST POPULAR SALES CONFERENCE

Wed, 02 Sep 2009 12:00:48 GMT

One of the most popular sales events of the year is now only a month away.... The 2009 �Successful Selling� conference features a host of entertaining and educational speakers with the aim of making your business more successful.

Guest Comment: CHEER UP, IT'S A RECESSION!

Tue, 01 Sep 2009 10:11:22 GMT

Despite losing a massive customer, like-for-like sales are up at JML. Times of adversity are also times of great opportunity, argues group managing director Ken Daly.

I must admit at first I was surprised when I read recent reports that the trend for consumers to trade down to own-brand products is rapidly declining. In fact, rafts of shoppers are now apparently trading up to premium lines. Household goods company Reckitt Benckiser for example is in rude health, reporting recent hefty rises in profits as a result of the growing sales of its iconic brands.

But then I reflected on our own company. JML has traditionally seen strong sales during recessions. We are an innovative consumer product brand, and we sell items that �make life easier�, mainly in the housewares, DIY and health & beauty categories.

Our View: LET'S NOT LIMIT OURSELVES!

Tue, 01 Sep 2009 08:31:10 GMT

For a profession that prides itself on being proactive and go-getting, it�s amazing how stuck in the mud the world of selling actually is. And because selling in all its guises is by far the UK�s largest profession, this is actually very worrying for the future of our economy.

Sales Tip: MARK TWAIN AS LIFE COACH

Wed, 26 Aug 2009 12:18:19 GMT

Economic Outlook: MEN DOMINATE BRITAIN'S ONLINE HIGH STREET

Tue, 11 Aug 2009 09:25:01 GMT

The stereotype of the female shopaholic could soon be an image of the past, as research released on 11 August shows that Britain�s �online high street� is increasingly dominated by men. More men shop online and they have also been quicker than women to shift spending online in response to the recession.

Motivation: BETTER BONUS MANAGEMENT CRITICAL FOR SUCCESS

Tue, 11 Aug 2009 09:01:15 GMT

Bonuses and incentives are is critical for UK organisations looking to survive the current recession, as they look to encourage staff to perform. However, companies need better management and control to ensure bonuses deliver the promised benefits for staff, companies and shareholders � that�s the view of one company specialising in software designed to manage variable compensation

Motivation: BIG RISES FOR INVESTMENT BANK SALESPEOPLE

Tue, 11 Aug 2009 08:25:17 GMT

Question � when is a massive City bonus not a massive City bonus? Answer � when it�s a stonking great pay rise.

Cars: SIMPLY BEAUTIFUL

Mon, 10 Aug 2009 15:36:33 GMT

Ferrari�s new V8, the 458 Italia is the latest incarnation of the mid-rear-engined berlinetta and set to wow the crowds when it debuts at next month�s Frankfurt Motor Show, writes Nick de Cent.

While it�s true that every new Ferrari is an event, there are some models that stand out. And the people at Maranello are saying that the forthcoming Italia is one of those.

They say that during the course of the Prancing Horse�s distinguished history certain cars have marked a genuine departure from the current range and �this is very much the case with the Ferrari 458 Italia, which is a massive leap forward from the company�s previous mid-rear engined sports cars�. As if that weren�t enough, the new V8 is astonishingly beautiful.

Guest Comment: MAKING APPOINTMENTS IN 2009 AND BEYOND

Tue, 04 Aug 2009 12:02:10 GMT

It�s neither all about cold-calling nor social media, declares Peter O'Donoghue of Sales DNA.

It is extremely interesting to read the latest buzz around the area of cold calling and telemarketing dying a death due to social media and other modern prospecting methods. I�m going to be upfront, here and give my opinion: cold calling will never disappear and that is a good thing.

Sales Tip: OVERCOMING INERTIA

Fri, 31 Jul 2009 14:31:41 GMT

It & Gadgets: SLOW, SLOW - VERY, VERY SLOW!

Fri, 31 Jul 2009 12:18:27 GMT

It�s not been a good month for broadband suppliers! Not only has Ofcom slammed the fixed-line suppliers for not providing the speeds they advertise, but comparison website Broadband Genie has accused mobile suppliers of over-selling their service too.

No broadband customers are receiving the top download speeds advertised by internet service providers (ISPs), communications watchdog Ofcom has revealed, while a recent survey found only 11% of mobile users are satisfied with the speed of their service.

Jobs & Career Information: NOT ALL ABOUT THE MONEY SAYS ASDA CEO

Fri, 31 Jul 2009 10:53:17 GMT

A top retailer this month advised new graduates to �follow your heart, not your head� when he received an honorary degree from the University of Salford.

Jobs & Career Information: AVON CALLING NEW GRADUATES

Thu, 30 Jul 2009 18:29:56 GMT

In the current economic climate it�s tough finding a job if you�re one of the 40,000 students who graduated this summer: many will struggle to find work by the end of the year.

Features: A 360 DEGREE VIEW OF YOUR BUSINESS

Fri, 24 Jul 2009 09:32:37 GMT

A Scottish company is aiming to provide an innovative business solution to SMEs (small and medium enterprises) facing cash tight times with the recent launch of its OrderBooks software.

Infoplex says that the current difficult economic climate means that many SMEs are looking at ways to work smarter and more efficiently, to cut running costs and to have a better handle on the state of their business, so that they can plan ahead more effectively.

The very nature of an SME can mean that people have a number of different roles to fulfil, and they need a way of keeping abreast of developments across all areas of the business, every step of the way.

Features: CRM'S GONE BAD AND IS GETTING WORSE!

Thu, 23 Jul 2009 08:48:28 GMT

As sales systems have evolved down the years, they have become cumbersome and over-complex. Richard Nolan advocates a return to basics but using the advantages of �the cloud� if we�re ever to get our sales teams to love technology.

I have been involved with sales since the early 1980s where almost every year I had to meet or exceed pretty aggressive sales targets. This has meant working in a highly structured manner along with using the best tools available to help me achieve my goals, and yes it did mean moving away from my Rolodex!

Features: SIMPLY MORE PRODUCTIVE

Thu, 23 Jul 2009 07:04:31 GMT

Sales-related information systems are not just about CRM, as Nick de Cent found out when he chaired a recent field sales management seminar.

While CRM systems may have been getting a bad press of late, it�s important that we don�t tar all technology with the same brush. What if you could implement a sales management system that is almost guaranteed to boost productivity � a 33% increase in call rate in one case � with a consequent uplift in orders and revenue?
Headquartered in Middlesbrough, i-snapshot is starting to build a global reputation as pioneer in the field sales management technology sector with its simple-to-use sales management tool designed to improve visibility of the sales force, while also reducing the admin burden.

Features: SETTING OURSELVES UP TO FAIL?

Thu, 23 Jul 2009 06:41:46 GMT

Effective driver of revenue and business efficiencies or �emperor�s new clothes? There�s been much recent talk about CRM systems� failure to deliver on their promise to create meaningful ROI and transform the way we manage our interactions with customers. ModernSelling.com puts things into perspective.

It has become fashionable of late for people to knock CRM (customer relationship management) systems.
Salespeople, by and large, have never liked anything they perceive as adding to their admin burden or, worse, that allows �head office� to keep too close an eye on their activities. So the fact that the business community is now recognising that many CRM implementations fail to live up to expectations is, for some, the perfect opportunity to pull the plug on such systems.

Sales Tip: THE WHO, WHEN, WHERE, WHY AND HOW OF SELLING

Tue, 14 Jul 2009 13:44:34 GMT

Motivation: TEN SURE-FIRE WAYS TO DE-MOTIVATE YOUR SALES TEAM

Tue, 14 Jul 2009 09:52:56 GMT

What can sales leaders learn about motivation from the world of sports, asks Fiona Challis.

In the world of sports, teams have a coach to provide motivation, inspiration, enhance their skills and help them achieve peak performance. Similarly, in the world of business, sales teams look to their leader or manager to provide motivation, inspiration, enhance their skills and help them to achieve peak performance.

Similarities

Successful sports teams and successful sales team actually have a lot of similarities. They both need focus, they have shared goals and vision, and individuals within the team have their own personal goals which they take positive action towards achieving everyday.

These individuals take responsibility for their own success; however, they have the ability to work together as a team. They have a leader who provides inspiration and coaches them to recognise their strengths and identify the motivational drivers which they can utilise on a daily basis to sustain their motivation. It is all of these elements which enable both sports teams and sales teams to achieve peak performance.

Hotels & Travel: ISLANDS IN THE SUN

Tue, 14 Jul 2009 08:49:36 GMT

Europe�s many islands have long been popular with those jetting off to find a couple of weeks� sun, sea and nightlife. Hotel price comparison site Trivago.co.uk has this month put together a list of the ten most popular European islands based on searches on its site.

Motivation: FTSE FIRMS CALL IN THE BULLY POLICE

Mon, 13 Jul 2009 08:37:01 GMT

Do you have a boss whose idea of leading a team makes Gordon Ramsay sound like Mother Theresa?

Threatening and bullying behaviour is increasingly under the spotlight as employers are looking for new ways to make sure their stressed-out employees get along in the recession. That�s according to communication coaching specialist Personal Presentation.

Profile: PROFIT NOT MARKET SHARE

Sat, 11 Jul 2009 10:42:40 GMT

Having just swallowed the ailing US auto giant, Chrysler, it�s a sign of the times that Fiat is keen to trumpet the news that its UK company is set to end 20 years of losses!

Fiat UK will break even or make a small profit this year after 20 years of million-pound losses, said managing director Andrew Humberstone, 45, who took over at the company 20 months ago.

Losses amounting to �60 million a year were caused by an obsession with market share. �It was totally illogical, madness,� he told ModernSelling.com.

Cars: CREAM OF THE BIG CATS

Fri, 10 Jul 2009 11:55:58 GMT

US chat show host and car enthusiast Jay Leno joined public figures, business leaders, celebrities and media guests for the official unveiling of the new Jaguar flagship at the Saatchi Gallery in Chelsea last night.

Jaguar�s new XJ is the company�s new four-door range-topper, available to order now (dependent on market), with the first customers due to receive their cars in early 2010. Prices start at �52,500 for the standard wheelbase 3.0-litre V6 diesel luxury.

It & Gadgets: WATCH PHONE HERALDS NEW ERA FOR ORANGE

Tue, 07 Jul 2009 18:24:44 GMT

The world�s first touchscreen watch phone will hit UK stores in August, Orange announced this week.

Guest Comment: LESSONS FROM REAL LIFE

Sun, 05 Jul 2009 17:20:39 GMT

'Are you responsible for the way others behave,� asks Peter Brook?

The ability and skills to guide individuals to perform better in their roles is perhaps one of the key ingredients in highly effective managers. Having the determination to achieve results through a team by developing their skills and behaviour provides a sound platform to drive profitable business performance.

Yet the measures of line managers, particularly those with profit and loss accountability for sales, are often more focused on the more tangible areas of measurement like deployment of sales teams, adherence to company strategy, successfully activating activity at the point of consumer or shopper purchase, achievement of targets and the identification of new channels of business as opposed to the primary focus being on the development of their teams.

Sales Tip: DO YOU REMEMBER YOUR FIRST CUSTOMER?

Fri, 26 Jun 2009 12:56:06 GMT

Training: BRINGING RESEARCH AND PRACTICE TOGETHER

Fri, 26 Jun 2009 11:48:43 GMT

Portsmouth Business School�s Beth Rogers reports from the Global Sales Science Institute conference.

Sales 3.0: modern sales & sales management in an interconnected world was the theme of the 3rd Global Sales Science Institute conference held this month at ESC Clermont, an FT Top 50 business school based in the capital city of the Auvergne district of France.

It & Gadgets: STILL TO CONVINCE IT BOSSES

Fri, 26 Jun 2009 10:53:19 GMT

Launched last week in the US, the Apple iPhone 3GS may be the subject of more covetous looks than a bag of chips at a health farm but it seems that IT bosses remain to be convinced of its place in corporate life....

Technology website Silicon.com asked a panel of techies whether they were planning to offer Apple's touchscreen device as part of a range of corporate mobile phones, with the vast majority saying they weren�t.

Profile: EX-TOYOTA AND FORD DUO LEAD KIA

Thu, 25 Jun 2009 12:07:38 GMT

Kia Toyota GB sales director Michael Cole steps up to become UK managing director at Kia Motors in August while Paul Philpott moves to Europe, the Korean manufacturer has announced.

Toyota GB sales director Michael Cole is to head up the growing UK subsidiary of Korean manufacturer Kia in early August, following in the footsteps of the highly successful Paul Philpott, 42, who has been promoted to chief operating officer (COO) at Kia Motors Europe.

Motivation: WASTE-A-PIRATE Q SHIP CRUISES

Wed, 24 Jun 2009 19:07:14 GMT

It could only happen in Russia! Companies are reportedly offering budding vigilantes the opportunity to go pirate hunting aboard armed private yachts off the Somali coast.

Cars: UBER INSIGNIA TAKES ON PREMIUM RIVALS

Fri, 19 Jun 2009 09:16:37 GMT

Packing 325 horsepower, a sophisticated four-wheel drive chassis and a better-than-six-second 0-60 time, Vauxhall�s new Insignia VXR might be just what the competitive, quota-achieving company car drivers need to keep them out in front.

Based on the successful 2009 European Car of the Year, and available in hatch, saloon and Sports Tourer body styles (available in the autumn), the new high-performance Insignia will be Vauxhall�s first VXR model to adopt 4x4 technology, using a bespoke chassis developed through an extensive test programme at the gruelling N�rburgring circuit in Germany. Apparently, the car underwent 10,000 km of validation at this most demanding od circuits.

Cars: AN ELEMENTAL EXPERIENCE

Fri, 19 Jun 2009 07:17:02 GMT

They say that it�s wise to save the best till last and it looks as though that is exactly what Mercedes-Benz and McLaren have done with the awesomely styled SLR Stirling Moss.

Just when you thought the Mercedes McLaren SLR might be approaching its sell-by date, this venerable supercar re-emerges for the summer in a new uncompromising guise. The latest variant fuses modernity with unashamed nostalgia for the days of 1950s derring-do, when legendary racing driver Sir Stirling Moss won the Mille Miglia in record time driving an SLR 300. (I once had an argument about ABS with Sir Stirling on a BMW press trip a few years ago � �Not a lot of people know that Ed�.)

Step forward the new SLR Stirling Moss which enters production this month, following on from the SLR Roadster which reached the end of its road in May. Like a magnificent butterfly, the newest SLR will enjoy only a brief moment in the sun, with production ceasing in December.

Cars: DRIVING LIKE THE WIND

Thu, 18 Jun 2009 12:06:39 GMT

Never mind feeling the breeze, it�ll be more like a hurricane in Aston Martin�s new 191 mph rag-top DBS Volante � but only in a good way, writes Nick de Cent.

Aston Martin�s new Volante made its debut at the Geneva Auto Salon on 3 March. Later this summer, fans of the legendary British marquee will be able to wrap their hands around the steering wheel of the new soft-top offering which completes the DBS line-up. The idea is that the new Volante will �afford customers the combination of the DBS�s already-established benchmark sports car characteristics with all the thrills of open-air motoring�.

Sales Tip: LOUD AND PROUD?

Tue, 16 Jun 2009 12:00:23 GMT

Training: MAKING THE RIGHT CONNECTION

Fri, 12 Jun 2009 12:32:53 GMT

The sky�s the limit for a Midlands telecommunications company after it secured a lucrative contract with a major chamber of commerce.

Midlands telecommunications company Bluu Sky Connections is celebrating after securing a deal to become the preferred provider for the Birmingham Chamber of Commerce�s 3,000 members.

The company was set up three years ago and managing director Geoff Seymour, 52, admits times were hard in the first year.

Jobs & Career Information: SALES PAY AND BONUSES ON THE UP

Thu, 11 Jun 2009 16:06:39 GMT

With both basic pay and bonuses rising, salespeople are amongst the best-paid employees in business, according to The Chartered Institute of Marketing�s latest Croner Sales Rewards study unveiled on 9 June. Sales professionals are paid more than colleagues in marketing, finance and human resources (HR) at most levels of seniority.

Sales Tip: WHEN ORDER-TAKING IS GOOD

Fri, 05 Jun 2009 15:06:24 GMT

Guest Comment: RECURRING REVENUE

Mon, 01 Jun 2009 18:04:25 GMT

Everyone needs a competitive edge, especially when times are tough. If you earn your living as a sales professional, that edge may lie in your ability to mine and manage service contract lifecycles and service contract expiries, says MaintenanceNet�s Scott Herron.

In a down economy, focusing on the services side of your business should become a targeted sales strategy for a number of reasons. First and foremost, service contracts and extended warranty sales represent a high-margin, high-profit recurring business. They allow companies to increase revenues with existing customers, and strengthen ties with those same customers over the long term.

It is also no secret that finding new customers, especially in this economic climate, is much more costly and challenging than selling and marketing to existing customers.

News: DOES OUTSOURCED EQUAL SECOND-BEST?

Mon, 01 Jun 2009 14:10:23 GMT

Peter Brook discusses whether outsourcing is a viable alternative to costly in-house sales teams.

What does the Echinacea plant and the outsourcing of sales teams have in common? The answer is really quite simple, they are both known for their properties of relieving stress.

As Diageo Plc chief executive officer (CEO) Paul Walsh commented in the foreword to my book, �For me marketing and sales are two sides of the same coin � co-dependent � and if you get the strategies and execution for both to be brilliant then your business will undoubtedly grow�.

As we face economic uncertainties with sporadic consumer confidence, having a business model that provides flexibility while delivering outstanding activity at the point of purchase is critical.

Sales Tip: DOING IS UNDERSTANDING

Thu, 28 May 2009 11:49:20 GMT

Motivation: CARPHONE WAREHOUSE ENDS COMMISSION

Tue, 19 May 2009 17:13:37 GMT

In what will be seen as a radical move in a notoriously cut-throat business, mobile phone group Carphone Warehouse is to go ahead with switching in-store sales staff from commission-based to salary-based remuneration plus a store-profit scheme.

Sales Tip: DON'T TAKE IT PERSONALLY

Fri, 15 May 2009 12:21:35 GMT

Motivation: DON'T CUT OFF YOUR OWN SALES

Wed, 13 May 2009 12:24:02 GMT

Executive director of P&MM Events & Communications, Nigel Cooper offers his view on why cutting back on incentives now will prove to be a hostage to fortune later.

In a recession, cutting costs is an essential business priority, always has been, always will be. It�s rule No1 in the economic handbook. However, equally, if not more important, is rule No 2 � how are you going to get out of it?

It�s time to ask yourself some serious questions about your sales strategy.

Sales Tip: TRUST-BASED SELLING

Fri, 08 May 2009 15:43:32 GMT

Guest Comment: WHAT'S FOR AFTERS?

Wed, 06 May 2009 17:21:37 GMT

Things are very different now: budgets slashed, different buyers, longer sales cycles, less repeat business. Yet, many things are also exactly the same: companies, after all, are hardly sat there doing � and spending � nothing. Britain�s Sales Trainer of the Year, Andy Bounds explains why these companies will spend their money with you.

No matter what you sell, no matter who you sell to, there are three things you need, to sell more:

to have the right mindset;
to meet with the right people; and
to say the right things to them.

If any one is missing, you�re less likely to succeed.

Wrong mindset? No sale. Say the wrong things? No sale. Say the right things to the wrong person? No sale.

You need all three. Especially when the current climate is making everyone raise their game. And here�s how to master them.

Motivation: SURVEY CONFIRMS CORPORATE FAITH IN INCENTIVES

Fri, 01 May 2009 11:07:26 GMT

A recent survey by incentive experts Grass Roots suggests that one area that companies will not be cutting back on during the economic downturn is incentive and reward programmes.

Sales Tip: RECOGNITION RULES

Fri, 24 Apr 2009 00:00:00 GMT

Our View: HAS CALLING REALLY CAUGHT A COLD?

Wed, 22 Apr 2009 00:00:00 GMT

Not a day seems to go by without one social media advocate or another trumpeting the demise of that cornerstone of the business-to-business (B2B) sales world � cold-calling.

Sales Tip: CONTENT IS KING

Wed, 08 Apr 2009 00:00:00 GMT

Jobs & Career Information: CAN YOU REALLY CLONE TOP SALES PERFORMERS?

Tue, 07 Apr 2009 00:00:00 GMT

Jeffrey Bean asks whether trying to clone our top performers is possible or even desirable.

Research into individual performance within company sales teams of all types and sizes suggests they can, in general, be divided into three performance bands:

the top 20% who consistently perform at 130% of target or above;
the bottom 20% achieving at 30% of target or less; and
the balance of 60% who are solid and put in an acceptable performance that across the group averages out at around 85% of target.

Profile: GLAZING VAN EXPORTS CLEAR WAY TO DODGE DOWNTURN

Tue, 07 Apr 2009 00:00:00 GMT

A van manufacturer is dodging the downturn thanks to German sales with help from UK Trade and Investment (UKTI).

St Helens-based Supertrucks custom-builds and adapts vans, lorries and trucks into sheet-glass carriers for glazing companies and, in just one year, has seen sales to Germany increase by more than 15% � rising from �95,000 in 2007/08 to �111,000 in 2008/09.

Chairman Peter Wright has also completed an order to Belgium. He told ModernSelling.com: �We were anticipating a downturn in the UK and so were keen to look abroad and now the export side of the business is helping us through the recession.�

Guest Comment: OUTPACING CHANGE

Mon, 06 Apr 2009 00:00:00 GMT

When the business environment hardens, the natural tendency of the sales expert is to call for better sales effectiveness programmes and skills development. This seems logical. Yet this is not the solution to this recession the majority of the heads of business seek, writes Keith Francis.

An annual survey of chief executive officers (CEOs) across the world*, conducted at the end of 2008, showed they considered their top challenges to be excellence in execution, consistent execution of strategy, and the capability of their companies to speedily flex and adapt to change. These they placed above their anxiety for global economic performance and financial risk.

This is understandable, because unless a company can change quickly and effectively to meet today�s changing and unpredictable economies it will likely die.

Features: CITY SLICKERS TAUNT G20 PROTESTERS

Wed, 01 Apr 2009 00:00:00 GMT

How appropriate for April Fools Day! City office workers reportedly waved �10 notes to taunt G20 protesters as thousands descended on London�s financial heartland.

Environmentalists, anarchists, anti-war protesters and workers hit by the financial crisis congregated around the Bank of England to demand action from world leaders on what some protesters have dubbed �Financial Fools Day�. Meanwhile, bankers leaning out of windows taunted demonstrators on the streets below, who responded with jeers and shouts. (Not sure the �loadsa money� joke is still appropriate � Ed.)

Features: DON'T MENTION THE B-WORD!

Fri, 27 Mar 2009 00:00:00 GMT

Death threats and multi-million dollar lawsuits � just some of the consequences of a poorly conceived or ill-managed bonus scheme. Editor Nick de Cent explores the relatively new discipline of sales compensation management.

There�s no doubt that the subject of bonuses provokes strong emotions. I doubt that there�s a pub in the land that hasn�t played host to an argument about the rights and wrongs of Fred the Shred�s (that�s Sir Fred the Shred to you � Ed!) high-rolling lifestyle during his tenure as chief executive of Royal Bank of Scotland.

Sir Fred Goodwin�s house in Edinburgh was recently vandalised: windows were smashed at his �3m villa in the Morningside area of the city, as were the windows of a �100,000 Mercedes S600 parked in the driveway. Sir Fred, who recently took his children out of their private school over fears of bullying, is believed to be in Spain with his family and is said to be �shaken� by news of the attack.

Features: CHOOSING THE RIGHT VENDOR

Fri, 27 Mar 2009 00:00:00 GMT

OpenSymmetry director of sales, Anthony Hutchins offers a guide to the SPM vendors in the UK.

The top Sales Performance Management (SPM) vendors all offer very similar product features and functions. However, like all software, understanding what you need it to do is key to ensuring the software is the right fit. Choosing the right vendor and, indeed, the right implementation team is crucial in finding a successful fit with your business needs.

Features: ABERDEEN GROUP WHITE PAPER

Fri, 27 Mar 2009 00:00:00 GMT

The Aberdeen Group report: Optimizing Sales Performance Management through Data Integration and Analytics is available to ModernSelling.com Registered Readers.

Hotels & Travel: DON'T TALK WITH YOUR MOUTH FULL

Fri, 20 Mar 2009 00:00:00 GMT

So you know not to tuck your napkin into your collar � but it�s amazing how many faux pas are still actually committed, whether you�re entertaining over dinner or at an informal networking event, writes Tina Lofthouse.

A business-woman sits at a table in a top restaurant waiting for her client. As she waits she applies lipstick, combs her hair � and then reaches into her suit jacket and pulls her breasts up in her bra. Her guest arrives. Phew, thank god he hadn�t turned up a split second earlier. She then notices with horror the mirrored wall facing her, which would have been fully visible as he made his way from the entrance to the table. And yes, he�d seen her in action, as had several other diners.

Mortifying, absolutely � and one of several cringe-worthy anecdotes told by Linda Allan, a management consultant and coach specialising in business behaviours, on what not to do when client entertaining. �I�ve seen people clean their specs or mop their head with a dinner napkin,� she says.

Sales Tip: COLD CALLING TIP FROM AN OLD CAMPAIGNER

Wed, 18 Mar 2009 00:00:00 GMT

Sales Tip: BOOSTING TEAM ACTIVITY

Fri, 13 Mar 2009 00:00:00 GMT

News: EVERYBODY NEEDS TO THINK LIKE A SALESPERSON

Tue, 10 Mar 2009 00:00:00 GMT

World-class sales organisations don�t just do one or two things well; they do everything better. The most successful organisations maintain a high level of performance across all of the selling and sales management activities required to support the sales process.

That�s one of the major conclusions of Miller Heiman�s latest benchmark survey which saw almost 4,000 sales professionals contribute to its sixth annual study of the trends, issues and opportunities in a complex selling environment. The 2009 Sales Best Practices Study focuses on the selling and sales management activities that have the greatest impact on producing results.

Training: THE SEVEN SINS OF SALES MANAGEMENT

Mon, 09 Mar 2009 00:00:00 GMT

Fiona Challis asks whether you are committing the seven deadly sins of sales management.

So what exactly are the �seven sins�? They�re a set of beliefs which sales leaders may commonly hold but very often fail to recognise in themselves: these beliefs influence a sales manager�s attitude, which in turn, affects how the sales team is managed and, ultimately, determines the performance of the individual team members.

Why are they sins? They�re �sins� because these common beliefs can limit a team�s performance rather than maximising it!

Sales Tip: JUST ASK!

Fri, 06 Mar 2009 00:00:00 GMT

Hotels & Travel: A MEETING OF MINDS?

Tue, 03 Mar 2009 00:00:00 GMT

While the ground rules for holding an effective meeting seem like common sense, they�re much harder to put into practice. Tina Lofthouse takes a look at how you can actually make them work�

Sales meetings may be virtually the only time when members of the field force come together to discuss customer reactions to products and promotions, feedback market information and trade war stories. Such get-togethers play a vital supportive role, helping individual members feel part of a team, sharing and solving problems and instilling a sense of common purpose. They also help to channel a two-way flow of information: market intelligence back from the field and product and company data to the customer.

But the rest of us � whether we�re in telesales, marketing or management (and particularly in larger organisations � Ed) � can spend a great deal of our working lives in meetings, many of which are unproductive, with egos jostling for air-time, speakers wandering off-topic and boredom quickly setting in among unengaged attendees.

Training: SALES ADVICE FROM APPRENTICE GRIMES

Mon, 02 Mar 2009 00:00:00 GMT

Readers probably best know KRISTINA GRIMES as runner-up to Simon Ambrose in the third series of The Apprentice, where she starred alongside the notorious Katy Hopkins. A former pharmaceutical sales manager, she now runs a business performance company with fellow Apprentice contestant Jenny Celerier (series four). Here are her top three sales tips.

Guest Comment: LOOKING INTO THE ABYSS

Mon, 02 Mar 2009 00:00:00 GMT

Sales guru Professor Neil Rackham on what lies ahead�.

I�m old enough to have seen some big and hairy recessions � and, so far, I�ve lived to tell the tale. But I�ve never seen one like this.

I live in Washington DC, where the few people who aren�t politicians seem to be economists. Two months ago, these pundits were talking about when the recession would end; today many of them are asking if there will be an end. Pessimism is everywhere. We are living, they say, on the edge of an abyss.

Motivation: CELEBRATING SALES EXCELLENCE

Fri, 27 Feb 2009 00:00:00 GMT

Although the Oscars are better known, if you want to experience an awards event which is a truly great inspiration for the whole team, indeed an entire profession, you don�t have to look further than the National Sales Awards, writes ModernSelling.com publisher, sales director and category judge Neil Warren.

Sales Tip: HI-YO, SILVER, AWAY!

Thu, 26 Feb 2009 00:00:00 GMT

Presentation Aids: TWEET, TWEET - IT'S A (NOISY) JUNGLE OUT THERE!

Tue, 24 Feb 2009 00:00:00 GMT

The new sound of the business jungle or a gathering of headless chickens? Nobody seems quite certain about Twitter. One thing�s for sure: it�s not just bird brains flocking to the latest social networking phenomenon. Jeremy Spiller explains what to do when you have something to crow about.

With the UK in the grip of Twitter fever, after Stephen Fry�s now legendary tweets while stuck in a lift, now would seem a good time to offer a few tips on how to get started with Twitter.

For those who are not quite sure what all the commotion is about, Twitter is a micro-blogging platform which asks participants one simple question: �What are you doing?� You can post information on what you�re doing, watching, reading, listening to or, even, thinking but all answers must be within 140 characters. Your posts can be sent via mobile phone text, instant message, or the web.

�Simplicity has played an important role in Twitter's success. People are eager to connect with other people and Twitter makes that simple,� according to the sites founders, who sum up the concept like this: �In countries all around the world, people follow the sources most relevant to them and access information via Twitter as it happens � from breaking world news to updates from friends.�

Here are ten tips on how to get started.

Sales Tip: DISTRACTION OR VALUABLE LEAD MACHINES?

Wed, 18 Feb 2009 00:00:00 GMT

Motivation: BUILDING A HIGH-PERFORMANCE SALES TEAM

Tue, 17 Feb 2009 00:00:00 GMT

Creating high-performance sales teams is essential for any business wanting to achieve sales growth: proactive, positive, consistent, new-business-winning teams and salespeople are the holy grail of any sales organisation, writes GAVIN INGHAM.

As managers we all have our own unique ways of motivating, managing and leading our sales teams yet, from time to time, we also have problems keeping our teams on target, focused and �up for it�. Here are five of the most effective motivational strategies and techniques that I have used to help many of my clients to achieve their personal, team and business goals.

Training: OVERCOMING CUSTOMER RESISTANCE TO INNOVATION

Tue, 17 Feb 2009 00:00:00 GMT

Sometimes the biggest resistance to innovation comes from the person who should benefit most from it � the customer, writes Paul Sloane.

Customers can be very conservative. When you come along with an unorthodox new product or service they are often initially unimpressed. Why should the buyer take a risk with your unproven new gismo? He knows that new products often have bugs and he does not want to be the guinea pig on which you experiment. He is familiar with the current method � why should he change?

Indeed, who would want to have been the first customer for a fax machine or, indeed, for a telephone? It seems ridiculous now but selling the first few telephones must have been really difficult. And how about laser eye treatment? How would you find the first person to try it this safe alternative in a pair of spectacles?

Profile: DEFYING THE DOWNTURN BY EXPORTING

Tue, 17 Feb 2009 00:00:00 GMT

A Preston firm which exports to over 60 countries is riding out the recession thanks to a robust international trade strategy. This is allowing the business to continue expanding despite the economic climate.

Walton Summit-based Evans Vanodine is a family owned firm, employing approximately 135 people. It manufactures a huge range of janitorial products for hospitals, schools and caterers, as well as specialist chemicals for the animal hygiene industry. These include market-leading disinfectants to prevent the spread of serious diseases such as Foot and Mouth and Avian Influenza.

Established in 1919, Evans Vanodine is now the largest independent manufacturer in the UK. Chairman Derek Evans is 82 and has three sons and a grandson working within the business, while many employees have been with the company for 30 years or more.

International sales

International sales manager Peter Thompson joined the firm ten years ago with the task of developing a coherent export strategy. Although the firm had been exporting since 1960, previous international business had been reactive and only accounted for 10% of turnover.

What's On: INDUSTRY GATHERS TO APPLAUD SALES EXCELLENCE

Mon, 16 Feb 2009 00:00:00 GMT

Pity the poor comedian, apparently called Stanley McHale (not exactly a household name, then � Ed?) whose unfortunate job it was last night (12 February) to warm up a Royal Lancaster Hotel banqueting room packed to the gunnels with expectant salespeople, writes Nick de Cent.

The trouble was the audience didn�t need warming up; they were at it full tilt already; intent on partying their way through an evening which would see awards in 13 categories presented to top achievers, managers and other luminaries from the world of selling. Yes, it was BESMA night � the British Excellence in Sales Marketing Awards � when the lucky winners and runners-up (known as rising stars) would receive the recognition of their peers, friends and colleagues as the culmination of a year of hard work.

One can only assume that McHale didn�t know what he was letting himself in for when he agreed to open the evening. The trouble was, he made the cardinal mistake of not understanding his audience, but worse, he wasn�t even remotely funny.

Luckily, Institute of Sales and Marketing Management chairman Sheila Watson-Challis exercised her right as hostess for the evening to cut the unfortunate McHale short. If she hadn�t, blood would have been spilled.

Sales Tip: SUCCESS STORIES BREED SUCCESS

Tue, 10 Feb 2009 00:00:00 GMT

News: PRICING FOR PROFIT

Mon, 09 Feb 2009 00:00:00 GMT

Colin Coulson-Thomas reveals how some companies manage to charge higher prices for their products and services than others.

As recession starts to bite, many suppliers feel under pressure to slash their prices. Some may have scope for sharing the benefits of falling raw material costs with customers. Yet panic reactions and excessive reductions may prevent investments in securing longer-term competitive advantage.

Pricing decisions impact directly upon sales revenues and profitability. At any point in the economic cycle charge too much and orders are lost, while charging too little erodes margins and may give the impression that offerings are of low quality.

Obtaining and sustaining higher prices � particularly relative to competitors � ought to be a top priority of entrepreneurs. Yet often they agonise over perfecting what is sold and then take quick pricing decisions based largely on guesswork.

Setting prices

So how should businesses set prices? In the past pricing was largely shrouded in mystery. Firms have either been reluctant to reveal their approaches or sensitive to the lack of rigour involved.

A research team led by the author has persuaded 73 companies to reveal their pricing strategies, tactics and practices. The firms surveyed provided data on 127 factors that could affect pricing decisions. Set out in the report Pricing for Profit*, the findings reveal that more effective pricing could boost the profitability of many companies.

Guest Comment: WHY BOTHER FORECASTING?

Fri, 06 Feb 2009 00:00:00 GMT

By any rational measure, and compared to almost any other business function, most organisations� sales forecast accuracy is lamentable says Bob Apollo of Revenue Insights.

Last year CSO Insights, in a worldwide study of over 1,500 sales leaders, found that on average less that 50% of deals in any given quarter came in within the time-frame or at the value originally forecasted � with clear consequences for an organisation�s ability to accurately plan the allocation of people, resources or budgets.

Forecast accuracy is getting worse

There�s good reason to believe the situation has deteriorated since then. In our own more limited UK survey conducted at the turn of the year, respondents told us that fewer than four in ten deals were now coming in as forecasted (time and value). The only ray of hope seemed to be was that (as far as they could tell) they weren�t losing any more deals to competitors than they had been previously. The most common challenge is now the buyer deciding to �do nothing�.

It�s clear that buying cycles are getting longer, more people are involved in decision making and buying behaviour has become more risk averse. The old certainties have broken down, and exhorting sales people to �sell harder� is hardly likely to improve the situation � salespeople need to be coached to sell smarter, and to focus instead on understanding and facilitating the buying process.

Sales Tip: WELCOME TO THE SCHOOL OF HARD KNOCKS

Wed, 04 Feb 2009 00:00:00 GMT

Features: MARRIAGE GUIDANCE FOR SALES AND MARKETING

Mon, 02 Feb 2009 00:00:00 GMT

Can�t live with �em, can�t live without �em! The path of true love never seems to run smoothly for sales and marketing. Editor Nick de Cent turns relationship counsellor.

On the face of it, sales and marketing should get on well together. We think of them in much the same way as strawberries and cream, fish and chips, bacon and eggs (what�s with the high cholesterol diet � Ed?) � perfect partners. To those outside business � or from other departments, buyers, for instance � the two functions are outwardly identical, often interchangeable; after all, they�re both about generating revenue. That�s the way it�s meant to be: it�s inconceivable that sales and marketing shouldn�t work well together � they should be inseparable.

But as with all relationships, there are the good times and the bad, the rough patches, the power struggles � oh, the power struggles! Sometimes the relationship becomes downright dysfunctional. You know how it is: one partner wears the trousers, considers themselves the intellectual superior, the other one lazy and lacking commitment, perhaps even surplus to requirements: �You don�t understand me.�

Mutual respect

Salesperson Michael Bonner tells Modernselling.com: �I�ve sold to sales and marketing people for years and have always loved the stories of the chronic mutual dysfunction (disregard? scorn? revulsion?) that these two divisions often display.�

A marketing communications manager who spoke to us sums up the issues well: �There is a characteristic of mutual respect that must exist between sales (who sometimes believe that marketing is unnecessary) and marketing (who sometimes believe that sales are selfish jerks) to drive business.�

Features: RETURN ON SALES AND MARKETING INVESTMENT

Mon, 02 Feb 2009 00:00:00 GMT

How can sales make the most of their marketing support, ask Gill Kelley and Clare O�Shea?

Summary

The relationship between sales and marketing is notoriously fractious, not least so when the financial climate dictates that ROI (return on investment) comes under relentless scrutiny. Clare O�Shea and Gill Kelley of the Chartered Institute of Marketing set out their ideas for achieving a more collaborative and fruitful relationship. Sales awareness and understanding the customer relationship is not simply the focus for those directly involved in selling � it�s employees at every customer touch-point, all working together to affect positive change.

In the current economic climate organisations will be all the more focused than usual on seeing a return on their investment in sales and marketing activities. Much has been written about the relationship between sales and marketing teams and the many reasons why relationships break down. In the article which follows, the authors put forward a framework of 8 Ps for overcoming some of the friction that exists and some tips for moving forward positively.

Sales Tip: GAUGE THE TEAM MIND-SET

Mon, 26 Jan 2009 00:00:00 GMT

News: HOW TO DESIGN A COMMISSION SCHEME

Fri, 23 Jan 2009 00:00:00 GMT

Commission schemes are on of the most emotive aspects of a salesperson�s business life: how they�re structured determines take-home pay and bonuses and can be a powerful motivational force in driving the team forward.

Sales Tip: ASK THE TEAM TO REPORT WINS

Sun, 18 Jan 2009 00:00:00 GMT

Presentation Aids: TEAM MEETINGS ON THE IPHONE

Fri, 16 Jan 2009 00:00:00 GMT

Getting everybody together for an impromptu team meeting may just have got that little bit easier for gadget-conscious salespeople with news this month that Cisco is making its SaaS (software as a service) and premises-based collaboration applications available on the Apple iPhone 3G.

Guest Comment: CUSTOMER TURF WARS

Mon, 12 Jan 2009 00:00:00 GMT

Jan Binke, Chris Taylor and Beth Rogers (pictured) discuss the balance of power between sales and marketing and whether harmony can ever break out in the battle to own the customer.

Fast-moving, uncertain business environments and the increasing focus on customer retention as the foundation on which any company should base its plan have led to a flurry of research about integrating sales and marketing activities. Companies have to put the customer �at the heart� of their organisational structures to stay competitive. It is considered desirable to integrate sales and marketing, because academic and industry research on this topic promises financial benefits; it has also been linked with improving both employee and customer satisfaction.

From business strategy through to detailed implementation, sales and marketing needs to run smoothly and in tandem. In business-to-business sectors, the sales function is starting to take a more strategic role because of the importance of key accounts. Account managers need market knowledge to drive long-term solution delivery. Meanwhile, marketing can drive tactical sales from innovative customer portals. Traditional roles are getting blurred. So where is best practice?

Sales Tip: SALES MANAGERS ARE LEADERS

Mon, 12 Jan 2009 00:00:00 GMT

Sales Tip: ASK FOR HELP

Thu, 08 Jan 2009 00:00:00 GMT

Our View: A GOOD YEAR FOR SALES?

Tue, 06 Jan 2009 00:00:00 GMT

As we look out over 2009, one thing is abundantly clear: the economic landscape at the end of this year will be completely different from the way it appears now.

Motivation: STAFF SUE SPRINT OVER COMMISSION LOSS

Mon, 22 Dec 2008 00:00:00 GMT

Mobile phone company, Sprint is facing a class-action lawsuit over allegations that it deprived employees of commissions totalling more than $5 million. Sprint, the third-largest carrier in the US, is being sued by thousands of retail store employees who say the company has failed to pay them proper commission.

Sales Tip: NO BIG DEAL

Mon, 22 Dec 2008 00:00:00 GMT

Training: ALWAYS BE CLOSING - OR MAYBE NOT!

Sun, 14 Dec 2008 00:00:00 GMT

There�s an interesting debate on closing techniques on the LinkedIn networking site at the moment. (I can recommend the various sales-related groups on LinkedIn, including our own, as they offer a wealth of advice from the coal face � Ed).

Trainer Sean McPheat of MTD Sales Training & MTD Management Training posed the question �What�s the best closing line you�ve ever heard?� in the SalesBlogcast.com group. He says: �Personally, I never use the same line on each prospect because you need to be totally flexible and need to approach the situation differently because of all of the variables at play but have you come across any one liners or phrases that made you say: �Hey, that was pretty kool!�.�

Opinion is pretty evenly divided between the school of thought which says that, if you�ve prepared the ground properly, you shouldn�t have to close and those which have their preferred approach depending on the context. The former can be summed up by a contribution from George Polak, who describes himself as accomplished international B2B sales and marketing leader. �If you�ve worked through the sales process properly, I find the deals tend to close themselves when they�re ready to close with a simple: �Well, what do you think?�.�

Sales Tip: SUPERIOR BUSINESS ACUMEN

Sun, 14 Dec 2008 00:00:00 GMT

Guest Comment: WHOSE PLAN IS IT ANYWAY?

Thu, 11 Dec 2008 00:00:00 GMT

John Stuart of OpenSymmetry looks at the complex political processes involved in optimising sales force commission plans and explains how to keep sales, HR and finance all happy.

Money is said to be the biggest motivator in sales. The formula seems simple enough: if you want your sales personnel to perform, you offer them the right incentives.

But who decides what these �right incentives� are and how commission plans should be set up in order to make sure sales efforts push in the right direction and are in line with the overall company strategy?

Hot debate

More often than not, the team responsible for sales compensation find themselves in the middle of a regular and hot debate about company restructures and which director should take control. Trust is often called into question at this time as sales commissions for large organisations can extend into the millions-of-pounds bracket.

Jobs & Career Information: HOW TO INTERVIEW FOR A SALESPERSON

Wed, 10 Dec 2008 00:00:00 GMT

Selecting the right salesperson is one of the most important functions the sales director has to fulfil. Too often it is approached in a casual and unprofessional manner, while the consequences of recruiting the wrong candidate are costly, damaging and time consuming. Paul Sloane offers some simple techniques to help avoid that problem.

What are the two most important abilities that a salesperson needs? There has been extensive research in this area and the answers are clear: the two most critical factors for a sales person are the ability to ask questions and the ability to listen. Both of these capabilities can be tested at interview, yet most interviewers miss a golden opportunity to check for these skills.

Here are some tips to help you when you are next interviewing a candidate for a sales position in your company.

Profile: NEW MD FOR CHEVROLET UK

Tue, 09 Dec 2008 00:00:00 GMT

General Motors brand Chevrolet announced on 4 December that it has appointed a sales specialist as its new UK managing director ahead of a year that sees two more new vehicles set to join the company�s line-up.

Mark Terry, 42, replaces outgoing MD Rory Harvey, who has moved within GM UK and Ireland to become aftersales director across the company�s multi-brand portfolio. During Harvey�s time in charge Chevrolet sales grew 27.6% in 2007 and were up again by a further 6.5% through to the end of September 2008.

National sales role

Terry joined Chevrolet from Saab GB, where he was operations director from 2006 until 2008, having previously worked as Saab�s national sales manager and in regional sales before that. He has been a Saab employee since 1987, with a background in engineering as well as sales.

Sales Tip: HAVE A RACE PLAN FOR PROSPECTING

Mon, 08 Dec 2008 00:00:00 GMT

Presentation Aids: A FAULTLESS PRESENTATION EVERY TIME

Sun, 07 Dec 2008 00:00:00 GMT

A new �must have� sales and marketing tool is emerging on the business scene. According to Bournemouth-based production company Contrast Design, virtual sales presentations (VSPs) can help promote your company more effectively than anything else.

Sales Tip: GROW PEOPLE

Mon, 01 Dec 2008 00:00:00 GMT

Features: MEET YOU IN CYBERSPACE

Wed, 26 Nov 2008 00:00:00 GMT

As soaring fuel costs cut into travel budgets and the economic downturn begins to bite, companies are turning away from traditional face-to-face meetings in favour of the web.

Back in September, online meeting company Netviewer reported a 40% year-on-year increase in the use of its online meeting tools: a total of 91.9 million minutes of meetings were held online between January and July 2008, compared with 65.5 million minutes for the same period in 2007. The Germany-based company says that customer feedback indicates the growth in online meetings is strongly linked to the rise in fuel and transport costs across Europe.

�High fuel prices, climbing airline fares and fears of a slowdown, are driving companies to look for ways to work more efficiently.� Netviewer founder and chief executive officer, Dr Andreas Schweinbenz tells ModernSelling.com.

Sales Tip: OFF YOU GO, SON!

Fri, 21 Nov 2008 00:00:00 GMT

Features: PRESENTING IN THE VIRTUAL WORLD

Thu, 20 Nov 2008 00:00:00 GMT

WebEx UK manager Natalie Butler and managing director of KineticFuture Karen Moyse explain why digital presentation skills are the next new skill for business leaders.

The balance between face-to-face and remote communication is changing. Over the last few years a number of factors have contributed towards a growing trend for employees to conduct business via digital channels. Now the challenge is to ensure that any form of virtual communication remains as effective as the in-person alternative, and that the all-important art of face-to-face communication and charisma can be transferred to the digital world.

Virtual presentation skills are a relatively new phenomenon. Despite humble beginnings with the first, clunky video conferencing systems of the 1980s, it�s now commonplace for businesses to use digital media to communicate � for example web conferences, social networks, online video, podcasts and blogs. Increased focus on the environment and the changing nature of technology are contributing to this shift but. above all. companies can exploit them to reduce costs and increase productivity.

Features: SMALL IS BEAUTIFUL

Thu, 20 Nov 2008 00:00:00 GMT

It used to be all about the mobile phone, the PDA (personal digital assistant) or the SatNav, but these days the ultimate gadget in road warriors� pockets is a miniature projector.

Presentations and displays are being revolutionised with the launch of a new generation of pocket projectors, according to Personal Projector, a company specialising in these devices which are now capable of offering clear static and video images while still small enough to fit into the palm of your hand.

Reducing the size of the equipment needed to display a PowerPoint presentation, spreadsheet or video is leading to innovative approaches to company pitches, meetings and reports. Advances in battery life and electronics now make it possible to carry everything needed for a presentation in your pocket.

Our View: DESERVING NO CREDIT

Fri, 14 Nov 2008 00:00:00 GMT

Bankers need to learn to engage with customers again.

Hotels & Travel: HAPPY LANDINGS

Fri, 14 Nov 2008 00:00:00 GMT

For those of us who have to spend a large percentage of their time on planes pursuing global business, here is a reminder that it�s usually not as glamorous as our colleagues may think. But, hey, maximum credit to the pilots in this video!

Sales Tip: FOCUS ON THE LEADERS

Thu, 13 Nov 2008 00:00:00 GMT

Motivation: INSINTIVES - THE SIN OF THE WRONG INCENTIVES

Mon, 10 Nov 2008 00:00:00 GMT

Director of business development at OpenSymmetry, John Stuart argues there is scope for up to a 12% saving on sales force compensation plans.

I recently read a story about a customer who went into a shop to buy a pair of shoes. After deciding which pair he wanted, he went to the till. Half way there, one of the sales assistants handed him shoe polish, saying that it was free that day.

At home, the proud new shoe owner checked his receipt, only to discover that he had in fact paid for the shoe polish but received a discount on the shoes in turn.

So why had the sales assistant said the shoe polish was free? What had probably happened was that the shoe polish offered the highest profit margins, so the retailer incentivised its sales staff to drive the shoe polish sales.

Guest Comment: IT'S ABOUT TALENT, STUPID

Thu, 06 Nov 2008 00:00:00 GMT

Can scientific sales assessment techniques drag companies out of the dark ages, asks Andrew Dugdale?

A paradox plagues modern business � perhaps the business paradox of the 21st Century.

How is it that with the greatest computing power in history at the disposal of business, with technological marvels that fuel the engine of production far beyond the dreams of the great tycoons of the past, many firms still employ 19th century techniques at one of the most critical nodes of their business?

The paradox baffles us, and the paradox is this�.

At the point of entry and development of its front-line sales force � the key personnel responsible for generating revenue, the very life-blood of the company � even the largest and most sophisticated corporations on the face of the planet may still be found using methods developed haphazardly more than 100 years ago: the unstructured interview, with its hit-or-miss questioning, or even worse, good old intuition. The fact is that so-called role model, �world-class� corporations often have no structured way of measuring the capabilities of their sales force.

Training: BOOKING MORE APPOINTMENTS

Thu, 30 Oct 2008 00:00:00 GMT

Here is an edited version of a posting from one of our Reader Forum contributors. You can view the actual posting and make a comment here. We think it is worth sharing�.

Booking appointments is one of the most important skills we need to master as salespeople.

Step 1

Begin with your planning. Research your hit list of the top 100 customers you would like to do business with.

News: TAKE A SALES AND MARKETING DETOX

Wed, 29 Oct 2008 00:00:00 GMT

Steve Young of Winning Pitch exposes seven wasteful marketing practices and explains how lean thinking can bring you more profit with less budget.

While companies have �streamlined� their factory floors and operations as the credit crunch continues to hit hard, few have dared to put sales and marketing under the same scrutiny � usually for fear of what they might find. However, in the vast majority of sectors, there is a huge amount of waste in marketing, which few companies have even noticed, let alone tried to address.

Competitive advantage

In today�s economic climate, your only real competitive advantage is to learn faster than your rivals. This is a quality you need to see at every level � and especially in sales and marketing, from where your new business should be driven.

Marketing more efficiently would, clearly, save costs and the impact of these savings on net profit could be far greater than you ever imagined. If a company making 3% profit margin managed to save 3% on costs in that year and retain the same level of sales, it would have the same effect on the bottom line as a doubling of turnover.

Sales Tip: REMEMBER MY NAME

Tue, 28 Oct 2008 00:00:00 GMT

Jobs & Career Information: FIT-4 PREDICTS NEW HIRES' SALES SUCCESS

Tue, 28 Oct 2008 00:00:00 GMT

Recruiting salespeople is often a hit-and-miss affair with performance in prior roles no guarantee of success in the next demanding job. However, a new assessment programme claims to be able to revolutionise the way we recruit salespeople by benchmarking potential new hires for optimal performance in any given sales role.

Sales Tip: BOOSTING CRM USER UPTAKE

Wed, 22 Oct 2008 00:00:00 GMT

Guest Comment: WHY VISIBILITY IS KEY TO SALES PERFORMANCE

Sun, 12 Oct 2008 00:00:00 GMT

The problems caused by a lack of visibility into incentives and their unintended consequences are currently all around us, says Callidus Software chief executive officer, Leslie Stretch.

We see one financial institution after another succumb to an untimely, but ultimately avoidable, demise. This is due to an incentive culture that rewarded excessive, short-term risk taking and ignored the long-term financial consequences. Staff were incentivised heavily to hit short-term targets, such as in the sub-prime mortgage market, without taking account of future risks to banks� balance sheets.

In all this turmoil it isn�t clear exactly what the UK government can and will do to rein in incentives beyond attacking the �fat cat� culture in the City itself. The Financial Services Authority has said that it will look at banks� reward and incentive frameworks, including taking this information into assessments of how much capital banks need to guard against exposure to potential losses. This will clearly take time to implement, meaning that banks need to act now to be in position to better manage their incentive programmes.

However, this is just one facet of the market�s inability to get a hold on managing the sales force and their actions. On a day-to-day, basis too many organisations don�t have a clear grasp of what their sales teams are doing, leading to missed opportunities, a failure to hit targets and regulatory and legal challenges.

Sales Tip: FINDING THE RIGHT INFORMATION

Sun, 12 Oct 2008 00:00:00 GMT

Training: LABOUR MARKET INTELLIGENCE SALES REPORT

Tue, 07 Oct 2008 00:00:00 GMT

While sales is generally becoming a more efficient and increasingly specialised practice, there are major skills gaps in the workforce and too many applicants with poor skills and motivation, according to a new report from the Marketing and Sales Standards Setting Body (MSSSB).

Sales Tip: IT TAKES TWO TO TANGO

Mon, 06 Oct 2008 00:00:00 GMT

Profile: FIRST FOREIGN BOSS FOR VOLVO IS A BRIT

Fri, 03 Oct 2008 00:00:00 GMT

Brit Steve Odell is the first non-Swede at the helm of Volvo Car Corporation, and despite the rumours, he insists he has not been put in place by his Ford bosses to get the company ready for sale.

He believes the Volvo brand is undervalued and needs time to show just what it can do.

Sales guy

�I am an old fashioned sales guy,� he said at the Paris Motor Show. �All I want is for Volvo to have an unfair share of whatever the market is. My brief is to get Volvo back to sustainable profitability.�

Sales Tip: FORGET BEING SELF-CONSCIOUS

Mon, 29 Sep 2008 00:00:00 GMT

Our View: TRANSPARENCY AND UNDERSTANDING

Mon, 22 Sep 2008 00:00:00 GMT

Is the financial world becoming just too complex for customers, regulators and salespeople to understand?

Sales Tip: SALES - THE PHYSICAL, MENTAL AND MORAL TEST

Sun, 21 Sep 2008 00:00:00 GMT

Guest Comment: RISING TO THE TOP

Thu, 18 Sep 2008 00:00:00 GMT

Vivek Thomas on the sometimes bumpy transition from sales boss to chief executive.

The responsibilities of a managing director (MD) are ever-broadening. Whether it be overseeing a deal, managing resources, or running an operation, MDs are constantly faced with challenges from every direction.

My experiences as a business development manager (BDM) provided me with a solid foundation to draw on when I became managing director, EMEA, at Maximizer Software. The drive, determination and mental attitude which helped me succeed as a BDM have been paramount to my career progression.

Not easy

However, this is not to say the transition was particularly easy; in fact, this could not be further from the truth. Those hoping to progress from a sales-oriented role into a board-level position must understand the advantages and pitfalls that come from having a sales background.

Sales Tip: NOTHING MUCH CHANGES

Tue, 16 Sep 2008 00:00:00 GMT

Features: THERE'S NO DOUBT IT'S STRESSFUL

Wed, 10 Sep 2008 00:00:00 GMT

How a Lancashire-based training and development company has turned its expertise to managing stress in the workplace.

For many years the business world has been an increasingly stressful environment for many people. Deadlines shorten, margins tighten, expectations rise: whatever your level in the corporate world, it is likely that you feel under significant pressure. What�s more, these pressures intensify during an economic downturn,

At the best of times, stress causes a huge problem for businesses. Each day, over a quarter of a million people in the UK take time off due to stress, accounting for 40% of all absences.

Just as concerning are the effects stress has on employees whilst they are still at work. Research suggests that stress reduces employee performance by up to 70%, resulting in a real drop in productivity, causing a marked rise in poor decision-making and casual errors, and adversely affecting the quality of workplace relations and customer service levels.

Sales teams

During times of recession, pressures are piled onto sales teams and their managers. Selling in tough times can often feel like an impossible challenge and everyone involved � from field and telesales representatives to managers and directors � really start to feel the heat.

Sales Tip: HOW YOU SELL ME

Wed, 10 Sep 2008 00:00:00 GMT

Features: SIX OF THE BEST TIPS

Tue, 09 Sep 2008 00:00:00 GMT

In times of recession and cutbacks, staying ahead of your targets becomes even more imperative. It�s time to be objective; stand back, assess your good points and bad points and look at ways to improve, says Paul Sloane. As a seasoned practitioner, he argues that many salespeople have similar flaws and, when orders are falling, it is time to shape up and eliminate those weaknesses.

1 � Leads are gold dust

If your marketing efforts are turning up leads then treat them like gold dust and react to each as quickly as you can. Many of the leads may be duds but, if you treat each one as important, you will not miss the pearl in the oyster.

If there are not enough good leads coming in then you should turn to generating your own. Most sales people would rather do the entire office filing rather than take the plunge and cold call, but they are probably missing opportunities. Cold calling is about being in the right place at the right time � and you have to make the calls to give yourself a chance of this happening.

The rejections are many but do not be disheartened. Treat each knock-back as a step on the path to that one breakthrough and the large order that will make it all worthwhile.

Features: KEEP ON SELLING

Tue, 09 Sep 2008 00:00:00 GMT

What is the difference between order-takers and great salespeople, asks Mike Le Put?

Order-takers get business in good times. Great sales people generate business all the time, because they know where it is and they know how to get it.

Thomas J Watson of IBM was asked this question by a young salesman: �How do I accelerate my career in sales?�

The answer Watson gave was: �Go out and double you failure rate.�

Features: HOLD ONTO THE BEST

Tue, 09 Sep 2008 00:00:00 GMT

To survive these turbulent economic times you need to keep hold of your best salespeople, argues John Feddon. He outlines the impact of losing good salespeople and some best practices that will help you stop this from happening.

In tough economic times you need to be using the best salespeople you can find to win your fair share of orders. This is particularly the case if one accepts that an economic downturn will mean that the competition will increase and sales opportunities will become fewer in number.

And once you find a good salesperson, think hard about what you need to do to keep them.

Our View: HANGING ON THE TELEPHONE

Mon, 01 Sep 2008 00:00:00 GMT

Here at ModernSelling.com we�re champions of all that�s good in selling: but we�re also firm believers in exposing incompetence and poor practice wherever and whenever we encounter it.

Sales Tip: FROM LITTLE LEADS MIGHTY SALES DO GROW

Mon, 01 Sep 2008 00:00:00 GMT

Jobs & Career Information: HIRING A LITTLE BIT OF WHAT YOU FANCY

Thu, 21 Aug 2008 00:00:00 GMT

How shallow are we! When it comes to hiring staff, Britain�s employers are more concerned with looks than qualifications, according to the results of an �under-cover� social experiment.

Guest Comment: LOOK AT ME, PLEASE!

Wed, 20 Aug 2008 00:00:00 GMT

Chairman of Meta-morphose International, David Baker explains why we should recruit more ego-maniacs.

My first proper job in sales was in the world of art. Not art in the sense of selling an original Renoir for millions at auction but art on paper for the masses. From Lichtenstein to Constable, we covered the lot and, if you got bored with what was hanging on your walls, for a few pounds you could change your whole environmental ambiance. They were good days.

It was during these times that I discovered that I had an ego as big as a house. Not happy with being the rep on the area, I had my own business cards printed � �highly irregular� � that stated that I was the territory sales manager, thus convincing myself that I was much more valuable an asset to all who encountered me. Nothing could have been further from the truth.

This affectedness on my part gave me a real insight into genuine motivation, however, and stood me in good stead when, a few years later, my aspirations were fulfilled. Not just salespeople but all people are motivated by one thing � which is all-consuming � and that is recognition.

Training: SELLING FOR VIRGINS

Fri, 15 Aug 2008 00:00:00 GMT

There�s nothing really new in sales apart from a welcome change in attitude, says editor Nick de Cent.

I�m glad I took the trouble to request a review copy and actually read Selling for Virgins, the new book which explains the thinking behind Meta-Morphose International�s approach to sales recruitment and training. That�s because the press release and even the front cover which describes the book as �a eureka moment!� � there are very few eureka moments in sales � do not do justice to the hefty dose of realism and common-sense served up by authors David Baker and Lucy Ryan.

Features: REPAIRING THE RELATIONSHIP

Thu, 14 Aug 2008 00:00:00 GMT

Maximizer Software�s managing director EMEA, Vivek Thomas explains why sales forces should learn to love CRM again.

Customer Relationship Management (CRM) systems are seen by many companies as a �must-have� in order to reach new levels of profitability by improving customer and potential customer relationships. Huge budgets are spent by organisations implementing CRM solutions but many sales force representatives, particularly those at the coal-face, are still resistant to change.

CRM and other integrated business tools often represent a new way of selling, and therein is the problem. Salespeople, especially those on commission, pride themselves on their ability to translate their way of doing things into revenue � for both their employers and themselves. Some even see CRM systems as empowering managers rather than the full sales team.

Sales Tip: MAKE THE RIGHT CONNECTION

Tue, 12 Aug 2008 00:00:00 GMT

Our View: OUT TO 'WUNCH'

Wed, 06 Aug 2008 00:00:00 GMT

It�s time to dust off all those old �banker� jokes you used to tell (Q: what�s the collective term for a group of bankers? A: a �wunch� � Ed); this week has been a torrid one for the banks, with a slew of poor financial results for the first half of the year unveiled, capped off by Northern Rock�s announcement of a �585.4 million loss.

Sales Tip: LOOK AT THINGS AFRESH

Fri, 01 Aug 2008 00:00:00 GMT

Jobs & Career Information: IT'S ALL ABOUT PEOPLE

Wed, 30 Jul 2008 00:00:00 GMT

Sales managers, what exactly what do they do? Here, with the help of a few mini-case-studies � a couple of which will be very familiar from the television show the Apprentice � we provide a quick guide to what a sales management career is all about and where it might lead as you progress.

Their role is all about communication � with colleagues, customers and the team � as well as leadership, and meeting targets

Sales management is also increasingly a graduate profession, though there are plenty of opportunities for entry at all levels of academic qualification and an increasing number of vocational degree courses for employees already into their careers.

Sales Tip: MOTIVATE AND SURVIVE

Thu, 24 Jul 2008 00:00:00 GMT

Motivation: INCENTIVISE THE TEAM THROUGH 'VOLUNTOURISM'

Fri, 18 Jul 2008 00:00:00 GMT

Combining travel with voluntary work has spawned a whole new industry � so-called �voluntourism� � and now it has reached the corporate market: businesses can reward employees and, at the same time, �give something back� by developing their corporate social responsibility (CSR) programme.

Sales Tip: FEAR IS THE KEY - OR IS IT?

Mon, 14 Jul 2008 00:00:00 GMT

Presentation Aids: WEBCASTING SERIOUSLY REDUCES YOUR CARBON FOOTPRINT

Thu, 10 Jul 2008 00:00:00 GMT

Webcasting events dramatically reduce your carbon footprint compared with conferences, according to a new report.

Guest Comment: ARE SOCIAL NETWORKS THE LAST NAIL IN THE COFFIN FOR COLD CALLING?

Mon, 07 Jul 2008 00:00:00 GMT

Cold calling has been served notice, a new era beckons and with it an altogether different way of working. Social networking has arrived and will soon replace cold calling as the predominant method of prospecting in business, argues Matthew Brazil.

I have profoundly changed the way I do business and have firmly embraced social media and the networking possibilities it has created. To that end I have reduced to a very small percentage the amount of time I spend cold calling.

As someone who has been in sales all of my working life, has been a sales director and managed large teams of sales people, I know many people will think that there is no replacement for activity, specifically picking up the phone. Yet, no matter how intelligent you are about cold calling, it is what it is � speculative, scatter gun selling, not to mention costly and increasingly ineffective.

Jobs & Career Information: WOULD YOU LIE TO GET A JOB?

Wed, 02 Jul 2008 00:00:00 GMT

Whatever, you think of The Apprentice and the general calibre of the candidates, this year�s eventual winner Lee McQueen was seen as a generally likeable fellow with a passion for sales and self-improvement.

However, the incident where he was caught lying (albeit in a minor way) in the week 11 interviews has understandably sparked controversy.

Sales Tip: LET'S HEAR IT FOR ENTHUSIASM

Wed, 02 Jul 2008 00:00:00 GMT

Training: DEFEAT THE DOWNTURN

Thu, 26 Jun 2008 00:00:00 GMT

Professional Sales Development Ltd founder, Stephen Lewis-Brammer explains how to keep selling in the current tough economic climate.

Doom and gloom! At least that is what they are saying in the newspapers and on the television and, if you are not careful, it may be what you will be thinking too.

Before you go into your own version of a depression, though, here is a positive thought for you to contemplate: cometh the tough times, cometh the hour of the professional salesperson.

Rather than being something which we should all be worrying and panicking about, tough times really present a golden opportunity for you as a professional salesperson to prove your worth � while it may be more difficult to win business it is possible. In fact, tough times are actually professional salespeople�s opportunity to remain consistently successful (even to increase their levels of success) whilst lesser mortals around them fall by the wayside.

Sales Tip: THE LONELINESS OF THE LONG-DISTANCE SALESPERSON

Tue, 24 Jun 2008 00:00:00 GMT

Our View: QUANTITY V QUALITY IN SALES

Tue, 24 Jun 2008 00:00:00 GMT

When it comes to sales activity, you can measure quantity but not quality� and therefore the concept of quality is meaningless. Selling is just a numbers game: the more active you are, the more sales you�ll make � that�s the legitimate view of a sizeable proportion of the sales management community and one that has been argued extensively in the ModernSelling.com Reader Forum.

Sales Tip: GET INTERACTIVE WITH YOUR TEAM

Mon, 16 Jun 2008 00:00:00 GMT

Features: TOP TEN BODY LANGUAGE TIPS

Sun, 15 Jun 2008 00:00:00 GMT

We�re more clued-up than ever before when it comes to non-verbal communication and we reckon we know how to read people�s �hidden agenda�. But are we really as savvy as we think, asks Tina Lofthouse?

Only 7% of how we communicate is down to the words we use � so claims a body of research that stresses that it really isn�t what we say, it�s the way that we say it.

Some experts have gone further, reckoning that, if we can master body language and how we communicate non-verbally, then the world is our oyster � providing the key to greatness; many a business training course extols the virtues of the likes of mirroring and powerful handshakes.

But is it really that simple and how much of it can actually make a difference to the salesperson trying to develop that all-important rapport, for instance? The reality is that, while being aware of body language is crucial, most people know when it is not natural and is being used to manipulate a situation.

Features: UNDERSTANDING ONLINE 'BODY LANGUAGE'

Sun, 15 Jun 2008 00:00:00 GMT

We may be used to reading a customer�s body language when they�re sitting across the table, but what about remotely when they�re browsing online? Eloqua�s Stuart Wheldon explains how to read and respond to a prospects� buying behaviour in the web 2.0 world.

Today�s fastest-growing businesses have embraced the web as a platform and are using its strengths to connect them with prospective buyers. In addition to positioning their corporate websites as portals of relevant content, smart companies are also transforming their sales and marketing processes to take advantage of the behavioural information that the web provides.

This online behaviour � website visits, white paper downloads, email responses and more � can help businesses quickly identify buyers that are raising their hands to show interest in their solution. It is a new �digital body language� that must be captured, interpreted and responded to.

Traditional transactions

The traditional B2B transaction has been almost entirely a sales function rooted in face-to-face interactions at business lunches, boardroom presentations and product demos. Once the lead had been passed to the sales team, marketing contributed little to the process.

The best sales professionals were highly adept at reading body language and buying signals revealed during in-person meetings in a conference room or over lunch. Subtle gestures such as facial expressions, eye contact, raised eyebrows, head nods or crossed arms could tell savvy sales professionals much about a prospect�s buying disposition. However, as the buying process moves online, salespeople are getting less face time with clients.

It & Gadgets: KEEP PRESENTATIONS SAFE BUT ACCESSIBLE

Wed, 11 Jun 2008 00:00:00 GMT

Worried about keeping that valuable presentation or client data safe? There�s no need with Verbatim�s new Store �n� Go and Executive USB drives, which offer storage capacities ranging from 1GB up to 16GB along with high read and write speeds.

Presentation Aids: NO ADHESIVE BUT IT STICKS LIKE GLUE

Tue, 10 Jun 2008 00:00:00 GMT

Can you remember a time before Velcro � how did we get by without it in the automotive or exhibition industries or, indeed, simply to do up our trainers? A similar breakthrough moment may have arrived with the launch this month of the oddly named YUPOTako.

Hotels & Travel: SALESPEOPLE TAKE THE BISCUIT

Tue, 10 Jun 2008 00:00:00 GMT

According to Britain�s top business professionals, the humble biscuit plays an integral role in influencing company directors, entrepreneurs and budget holders in boardrooms across Britain.

Sales Tip: WHEN PARETO JUST ISN'T GOOD ENOUGH

Tue, 10 Jun 2008 00:00:00 GMT

Guest Comment: DOES MY SALES DIRECTOR HATE SELLING?

Tue, 03 Jun 2008 00:00:00 GMT

Cotoco sales director Steve Smith asks whether sales systems ever really deliver.

Just stop for a second and think back to the good old days when you were a young, enthusiastic and motivated salesperson. The pick of the bunch� do you remember?

�I didn�t join up to do admin, I�m a salesperson, and a good one! I want to be out talking to customers, that�s what I�m best at. How is filling out back-office forms going to help persuade a new prospect to say yes? If I show the slightest hint of my biggest prospect, I�ll just get micro-managed to death� I know, I�ll just shove in a low figure for now. Forms, forms, forms, surely there�s a better way!�

Nothing has really changed, so why have you?

Cumbersome

The current crop of corporate �sales� tools are back-office systems designed to capture data and collate forecasts � from the sales teams, for the financial teams. They are generally cumbersome and tiresome and only as good as the potentially inaccurate data that is entered. They are available online but not remotely, ie they aren�t available in the field, where a salesperson might actually need support.

The fundamental flaw of these sales back-office systems is that they do not assist your salespeople to actually sell. They do not make it easy for a customer to say �yes�, where it matters, on the frontline. And yet, sometimes forcefully, you insist that these systems must be used daily and in earnest for �the good of the company�!

Sales Tip: DON'T GO BEHIND PEOPLE'S BACKS

Fri, 30 May 2008 00:00:00 GMT

Motivation: DANCE YOUR WAY TO TEAM SUCCESS

Thu, 29 May 2008 00:00:00 GMT

Dancing is an entertaining and healthy activity, and an excellent ice-breaker. Thanks to television programmes like Strictly Come Dancing, showing off your moves has never been more popular, making it an ideal fun activity between business sessions at a conference, as part of a team-building exercise or as a great way to get people up on the dance floor after dinner at a corporate event.

Sales Tip: WHAT DO BUYERS REALLY, REALLY WANT?

Fri, 23 May 2008 00:00:00 GMT

Motivation: EXPLORING THE LIMITS OF MOTIVATION

Thu, 22 May 2008 00:00:00 GMT

Modernselling.com asked five of the world�s top explorers for their best motivational tips�.

Sales Tip: THREE MINUTES OF PRESENTATION ECSTASY

Fri, 16 May 2008 00:00:00 GMT

Sales Tip: QUALITY AS WELL AS QUANTITY COUNTS

Fri, 09 May 2008 00:00:00 GMT

Presentation Aids: INVENTOR ON CLOUD 9

Thu, 08 May 2008 00:00:00 GMT

A US inventor has come up with a way to shape floating foam clouds into cartoon characters, corporate logos and other symbols.

Sales Tip: AWARD WINNER'S TOP THREE TIPS

Fri, 02 May 2008 00:00:00 GMT

Guest Comment: IS SALES A NEUROSIS?

Fri, 02 May 2008 00:00:00 GMT

What future for sales training asks Reed Learning�s managing director, Hugh Greenway?

If you type �sales training� into Google you get over 18 million hits. This is compared with 64 million for �management training�. However, if you want to advertise the fact that your company sells sales training you currently need to pay �3.75 per click to get into position four in Google�s paid-for list; this compared with �0.85 for management training.

Competitive market

All this clearly suggests that the market for sales training (on the supply side at least) is very competitive. And yet companies buying the training remain sceptical, if not downright cynical, about the benefits of it. This may be, with apologies to all salespeople for this, due to the fact that salespeople bend the truth for a living (is this entirely fair � Ed?). Thus, salespeople who train other salespeople must be so far removed from veracity as not to be trusted at all.

Our View: ENOUGH IS ENOUGH

Fri, 02 May 2008 00:00:00 GMT

Consumer complaints are highest in many of those fiercely competitive commercial sectors which rely to a large extent on salespeople or �advisers� to promote their products. Can this be just an unhappy coincidence?

Jobs & Career Information: HIRE PRINCIPLES

Thu, 01 May 2008 00:00:00 GMT

Jackie Cobley of Accelerate counts the cost of sales team turnover.

Every organisation is responsible for attracting, recruiting, developing and retaining their greatest asset � the people; but nowhere is the success or failure of a new hire more keenly felt than in sales � where revenue figures and performance speak for themselves.

Balancing act

It�s a fact of business life that all organisations have a degree of employee turnover. However, when a sales person leaves � new or experienced � it creates a difficult balancing act in terms of managing not just workloads and staff morale, but also how to handle delicate customer relationships. Rather than risk compromising a sales situation with someone who is considered � rightly or wrongly � no longer motivated enough to do a good job, businesses often impose �gardening leave� on employees who have resigned.

How do you fill the vacuum quickly before the relationship or a sale is jeopardised?

Sales Tip: MANAGEMENT BY LEAVING ALONE

Thu, 24 Apr 2008 00:00:00 GMT

Features: TOP TEN TEAM-BUILDING DAYS IN THE UK

Tue, 22 Apr 2008 00:00:00 GMT

Fired one too many paint-balls? Bored with lame problem-solving exercises? Don�t worry! We sent Tina Lofthouse in seach of ten events that will really get the team fired up.

Team-building � the very thought strikes fear into the heart of normally co-operative and positive employees. Hours spent in muddy fields scrambling over obstacle courses, making robots with sticky-backed plastic, and that old chestnut � working out how to get your team across a �minefield� (more muddy grass!) with just the aid of two short planks.

Fortunately, it doesn�t have to be this way. Events companies are becoming extremely innovative when it comes to team-building, ensuring that the day not only ticks all the boxes in terms of improving communication, bonding, and so on, but is � shock, horror! � actually good fun.

Training: WINNING COMPETITIVE BIDS

Wed, 16 Apr 2008 00:00:00 GMT

Professor Colin Coulson-Thomas of Cotoco discusses what separates the winners from the also-rans in a competitive bid situation.

Most businesses would like to win more of the contracts they bid for. Bidding is a tough game. Intense competition and falling barriers to entry strengthen the negotiating position of buyers. As more contracts are put out to competitive tender and new entrants are invited to bid, the prospects of winning a particular opportunity can fall.

As expectations rise, responding to invitations to tender becomes more demanding and expensive. The cost of lost bids has to be recovered out of a squeezed margin on those won. Companies that win too few bids are driven out of business. Enterprises need to succeed in competitive bid situations.

Sales Tip: WHAT MOTIVATES YOU, MAN?

Tue, 08 Apr 2008 00:00:00 GMT

Profile: WINNING WAYS

Mon, 07 Apr 2008 00:00:00 GMT

Recently Vodafone�s DARRYN WELSH scored an unprecedented double by winning two major sales awards in a week: he was voted Sales Professional of the Year at the BESMAs and then Account Manager of the Year at the National Sales Awards. He talks to editor Nick de Cent about how he got there and his underlying approach to sales.

It was a good night for Vodafone at the British Excellence in Sales and Marketing Awards (BESMA) on 21 February. As the evening drew to a close, the Vodafone contingent must have been feeling well satisfied, with the company�s Small Business Channel entry triumphing in the Sales & Marketing Team of the Year (larger organisations) section, and beating their colleagues in the Enterprise Business Unit sales team to the prize. A little later, Stephen Booth picked up the mobile telecoms giant�s second award of the night when he won the Telesales Professional of the Year category.

Yet for Darryn Welsh, that evening must have seemed interminable as it led up to the 12th and final award � the big one � Sales Professional of the Year (for companies of over 50 employees). With 12 contenders short-listed, the category was described by host Gyles Brandreth as a �real test of skill, talent, professionalism and commitment�... and then Welsh won.

Guest Comment: SELLING THROUGH THE CREDIT CRUNCH

Fri, 04 Apr 2008 00:00:00 GMT

Andrew Dugdale of ICDL asks: if companies have stopped spending, how are we to survive?

Where have all the buyers gone? A salesperson told me just the other day that the only response they seem to get from customers today is �budgets are on hold until we see how the �credit crunch� is going to affect us�.

That�s a challenge, because if companies have stopped spending, how is everyone else going to survive?

Sales Tip: SEVEN STEPS TO MOTIVATIONAL HEAVEN

Wed, 26 Mar 2008 00:00:00 GMT

Our View: SALESPEOPLE - WHAT ARE THEY FOR?

Wed, 26 Mar 2008 00:00:00 GMT

Salespeople: they�re expensive, wayward, and difficult to manage. What�s more, they can be fickle, some are unscrupulous, and many are not very good; some marketing evangelists have even tried to say that the sales role is redundant. So, who needs �em?

Motivation: SEVEN DEADLY SINS OF TARGETING

Tue, 25 Mar 2008 00:00:00 GMT

Forecasting, setting sales quotas and formulating compensation plans are perhaps the most controversial aspects of any sales leader�s responsibilities. Here are the seven deadly sins of targeting as seen through the eyes of the team�.

Sales Tip: BE CONCERNED BUT KEEP YOUR DISTANCE

Fri, 14 Mar 2008 00:00:00 GMT

Sales Tip: KEEP 'EM ON THEIR TOES

Fri, 07 Mar 2008 00:00:00 GMT

Training: WHEN RECESSION BITES

Tue, 04 Mar 2008 00:00:00 GMT

Is your sales force fit for purpose during an economic down-turn, asks Peter O�Donnell of Ergon?

When designing a new office building, the first step is to describe its intended purpose, overall shape and dimensions.

The detail of the building becomes more specific in ensuing phases but, at all times a standard language is employed, especially for detailed dimensions and engineering specifications. These building standards are required for coherency of design, to minimise error, guarantee fit and integration of components, health and safety, efficiency of build, and for ongoing maintenance and support.

Fit for purpose

You might now be asking: �What has an office building and the sales force got in common?� The answer is that, if either is not fit for purpose, despite the money and effort spent, buildings will fail to deliver what is required and, in recessions, only the fittest sales organisations will survive.

Guest Comment: WELL, THEY 'SHOULD' WORK

Mon, 03 Mar 2008 00:00:00 GMT

Peter Elgar asks why CRM system implementations sometimes fail in a sales environment.

Customer Relationship Management (CRM) systems should (note the word �should�) improve productivity throughout the sales cycle.

From choosing the right prospects, lead handling and appointment setting to producing quotes, converting them to orders and forecasting future sales, they should streamline the whole sales process. They should be at the heart of the majority of successful sales departments, and, once implemented, they should leave sales staff wondering how they ever coped without one.

In fact, if you believe some of the hype of the past few years, they should do almost anything a salesperson wants them to bar buying them a drink after work.

It�s that word �should� that�s the problem. According to research from Gartner, as many as 60% of all CRM implementations fail. So given that CRM systems can help in many aspects of a salespersons� role, why do they go wrong?

Sales Tip: STARTING WITH A CLEAN SHEET

Fri, 29 Feb 2008 00:00:00 GMT

Jobs & Career Information: GLOBAL RACE FOR SALES TALENT

Mon, 25 Feb 2008 00:00:00 GMT

Top sales talent � it�s more critical than ever, yet is it harder to find, asks Andrew Dugdale?

McKinsey & Co recently released a couple of reports that make interesting reading for many sales leaders today. In its 4th Quarter 2007 Survey of Business Executives Views on Economic and Hiring Trends, MCkinsey found that expectations of inflation have risen sharply, as have expectations that economic conditions will deteriorate over the next half year.

Nevertheless, many executives say they are going to continue to hire more staff and plan to raise investment in recruitment and training in the near term.

Given these two apparently conflicting views, it is reasonable to expect that the pressure will be focused onto the sales teams in the drive to generate larger revenues and profits than ever before. Yet this all has to be achieved in the face of a deteriorating economy.

Sales Tip: WALKING AWAY FROM RFPs

Mon, 25 Feb 2008 00:00:00 GMT

Motivation: OPTIMISING COMPENSATION PLANS

Wed, 20 Feb 2008 00:00:00 GMT

Here are three tips to help ensure your sales team compensation plan hits the right target.

Our View: FIT ENOUGH TO SURVIVE A DOWNTURN?

Mon, 18 Feb 2008 00:00:00 GMT

How easy is it to sell in a recession? Hopefully, we may not get to that stage if the Bank of England�s reported programme of interest rate cuts materialises. But it�s as well to be prepared.

Sales Tip: SALES CONFERENCE TAKE-AWAYS

Fri, 15 Feb 2008 00:00:00 GMT

Guest Comment: THE BLACK ART OF PERFORMANCE

Mon, 04 Feb 2008 00:00:00 GMT

Callidus Software�s VP Europe, Bill Schuh explains why managing sales performance is key to sales professionalism.

Scratch the surface of poorly performing sales teams and you�ll find any number of reasons for not hitting targets, from low morale, heavy competition, lack of belief in the products or company, to incentive programmes that don�t work � or just plain bad management. Whatever the cause, the main issue for sales directors is having the facility to see what is happening within their team so it can be fixed before it damages the bottom line � rather than after the end of an unsuccessful sales quarter.

Traditionally, sales organisations have struggled to measure performance in real-time and, in many cases, haven�t been expected to on an ongoing basis. After all, sales is something of a black art that can�t be quantified: someone is bound to pull the multi-million pound contract out of the bag in the last hour of the last day of the quarter, aren�t they?

Sales Tip: MARRIAGE MADE IN HEAVEN?

Mon, 04 Feb 2008 00:00:00 GMT

Features: ACCELERATE YOUR CAREER

Fri, 01 Feb 2008 00:00:00 GMT

The Chartered Institute of Marketing�s director of research and information, David Thorp explains why it definitely pays to have a sales qualification.

Many salespeople are dubious about the value of obtaining a sales qualification. The reasoning is simple � being a good salesperson is about being out there, in the field, using your intuition, thinking on your feet, building relationships and being persuasive. That has little, if anything, to do with academic qualifications.

But there�s increasing evidence that an appropriate qualification can give you a personal edge when competing for business, and could be a key differentiator in turning you from a good salesperson into an excellent one.

Take the latest Croner Sales Rewards survey, which indicates that professionally qualified sales practitioners do have higher earnings potential than their non-qualified colleagues. The average salary of sales professionals at middle manager level was �39,294 for professionally qualified employees � compared with a �36,150 average salary for those without qualifications or with non-professional sales qualifications.

Features: IT'S TIME TO GET EDUCATED

Fri, 01 Feb 2008 00:00:00 GMT

Legislation, globalisation, competition � it�s a jungle out there. Suddenly, it seems that sales has lost its way and �old-skool� training is not equipping us for the tough new business environment. It�s time to sign up for a proper sales education, says Nick de Cent as he hacks a path through the maze of sales-related NVQs, VRQs, diplomas and degrees.

Let�s face it, salespeople and formal education don�t necessarily go hand-in-hand! After all, why sit in a stuffy classroom cramming books when you could be out in the wider world of business closing deals and earning a good salary?

Features: DEGREES OF EXCELLENCE

Fri, 01 Feb 2008 00:00:00 GMT

These days, the trend is for sales movers and shakers to complete a degree before receiving specialist training with their employer. We talk to one engineering graduate who embarked on a sales career through specialist recruiters Pareto Law.

Sam Sutton (26) graduated from the University of Newcastle with a degree in Marine Engineering. He now works as an external account manager working for Zentek Solutions � an organisation that provides a range of ICT (Information and Communication Technology) equipment to primary, secondary and specialist schools.

�We also offer a variety of software for use in education, specialising particularly in e-safety,� he tells ModernSelling.com.

Features: ACCREDITED SALES QUALIFICATIONS

Fri, 01 Feb 2008 00:00:00 GMT

Obtaining an accredited qualification can help you climb the career ladder faster, but finding your way around the mass of sales qualifications is complicated. Here is our guide to what is available and how they fit into the National Qualifications Framework. Remember also that accredited qualifications may be subsidised by the government, offering a considerable saving on course fees.

Sales Tip: WHAT SEEMS TO BE THE PROBLEM?

Fri, 25 Jan 2008 00:00:00 GMT

Sales Tip: IS IT YOUR PEOPLE OR SALES MODEL THAT'S WRONG?

Fri, 18 Jan 2008 00:00:00 GMT

Sales Tip: HAS YOUR CUSTOMER FORGOTTEN YOU?

Fri, 11 Jan 2008 00:00:00 GMT

Training: ARE TWO HEADS BETTER THAN ONE?

Thu, 10 Jan 2008 00:00:00 GMT

ICDL�s Andrew Dugdale asks why the selling community is so confused about sales effectiveness.

Almost inevitably �no� is the answer to the question �Are two head better than one?� when talking about sales headcount� especially in light of recent evidence from consultants IDC showing that, on average today, between 1.5 -2.2 salespeople are employed to deliver the same results that could be achieved with one fully effective salesperson, is it any wonder that CEOs (chief executive officers) are looking at the sales function with ever-increasing interest.

Our View: STOP BEING COMPLACENT

Wed, 09 Jan 2008 00:00:00 GMT

Sales is not only the largest business discipline, it�s also the most important; yet, in the UK, selling remains lamentably unprofessional both in outlook and the way it�s regarded. With so much change going on � both in sales and the wider business world � the time for complacency is over. We need to act now to build a strong profession.

Guest Comment: BEST PRACTICE MAKES PERFECT

Tue, 01 Jan 2008 00:00:00 GMT

Head of the national standards setting body for marketing and sales, Dr Chahid Fourali asks whether we will eventually need a licence to sell.

It is hard to imagine the existence of any profession without established standards of good practice. Whether we are talking about driving, dentistry or brain surgery, the �qualified� person must have met some established standards of best practice. Selling is no different.

Sales Tip: THE KEY IS SERVICE, NOT MONEY

Mon, 31 Dec 2007 00:00:00 GMT

Sales Tip: LISTENING BUILDS BUSINESS RELATIONSHIPS

Fri, 14 Dec 2007 00:00:00 GMT

News: DRAGON LORE

Thu, 06 Dec 2007 00:00:00 GMT

The so-called Dragons from BBC�s Dragons� Den like to strike terror into the hearts of the business start-ups pitching for their hard-earned cash. But they�re pussycats at heart... and very free with advice for budding entrepreneurs. Here are some of the Dragons� best tips: all are equally applicable to the sales arena as they are to the fledgling business.

Sales Tip: TAKE THE TOUR

Mon, 03 Dec 2007 00:00:00 GMT

Our View: CLIMATE CHANGE IN SELLING

Mon, 03 Dec 2007 00:00:00 GMT

We�re in a period of unprecedented change for the sales profession. On the one hand, business relies on us more than ever as revenue-creation takes over from acquisition as the main driver of growth for hard-pressed chief executives; on the other hand, consumers, legislators and mounting costs are combining to ensure that traditional approaches to the marketplace are no longer fit for purpose.

Presentation Aids: GET YOUR PRESENTATION IN FIRST? OR LEAVE IT TO LAST?

Thu, 29 Nov 2007 00:00:00 GMT

In a competitive pitch, should you ideally present first, last or somewhere in the middle of the running order� or doesn�t it matter where your turn comes? You certainly don�t want to be in the middle, is the answer from academics who have been studying the issue.

Sales Tip: QUADRUPLE A RATING

Mon, 26 Nov 2007 00:00:00 GMT

Features: SIX DEGREES OF SEPARATION

Sun, 25 Nov 2007 00:00:00 GMT

Business is conducted between people � it�s just a matter of getting hold of the right ones. Editor Nick de Cent on the power of networking....

If leads are the lifeblood of sales, then the ability to communicate with the right person at the right time is the very oxygen that keeps the very heart of a business beating.

In the early days of selling, salespeople really were like the prospectors of old, panning for gold by cold-calling and knocking on doors. While cold-calling remains an important skill, it pays to be able to apply as scientific an approach as possible to the process of contacting prospects and subsequently following-up leads.

A number of factors have caused organisations to rethink their approach to market, not least the mounting costs of maintaining a sales force. Add to this developments in the procurement process, the effects of globalisation and the increasing �commoditisation� of many offerings and it no longer pays simply to throw sales resources at the task of generating revenue.

And those sales people we do send out into the field had better be effective....

Features: 10 SECRETS OF B2B LEAD-GENERATION

Sun, 25 Nov 2007 00:00:00 GMT

Direct marketing expert and creative guru, Chris Barraclough offers ten insights into what works best in the B2B marketplace.

1 Business people are not consumers.

Yes, of course they are consumers� but that�s outside of work. In work, people have a different perspective on decision-making. To all but owner/managers, people aren�t spending their own money and, thus, attack decisions in a different manner.

A lot hangs on making the right decision, or at the very least, not making the wrong one; so business people tend to take things quite seriously, which is why humour and light-heartedness is very rarely effective in B2B communications (as opposed to a �wry smile� which can work). Ultimately, businesses buy products or services to enhance profitability or improve efficiency: as neither of these aims sits particularly well with trying to be funny, more often than not humour falls flat on its face.

Features: BACK TO DATABASICS

Sun, 25 Nov 2007 00:00:00 GMT

It�s vital to understand how many prospects there really are in the world of B2B lead-generations, says database owner Neil Warren.

Lies, damned lies, and statistics� in today�s media-driven world we face a daily barrage of �facts� and �figures� � in politics, in science and in business.

Some of these �facts� have a greater ring of truth (or commonsense, at least) about them than others. Intuitively, we feel we can distinguish the plausible from the downright outlandish. But, on occasion, it is the counter-intuitive that turns out to be true.

The business of direct marketing is driven by facts and figures about people and organisations and sometimes this data can throw up some unexpected results. I see the effects of this numerous times, in my role as a commercial database owner, but one example should suffice.

Guest Comment: TEACH KIDS HOW TO SELL

Wed, 21 Nov 2007 00:00:00 GMT

It�s time to equip school leavers for the world of work and introduce a sales GCSE, argues Russell Ward of Silent Edge.

The sales profession is estimated to comprise 750,000 individuals and is the largest business sector in Britain. Beyond this core of people directly involved in sales, many other activities also incorporates some aspect of selling. Despite this central place in our lives, salesmanship barely registers in the national curriculum, and even graduate trainees can present themselves for employment in sales environments without any knowledge of selling.

Vulgar?

Perhaps the problem is our native diffidence; the belief that selling is rather vulgar and not an appropriate subject for academic study. The view would seem to be that selling is an ability a person is either born with or picks up on the hoof. Unfortunately this laissez faire approach is proving a disaster for British business: research from Silent Edge and the Cranfield School of Management shows that only 12% of salespeople adhere to best practice and fewer than half possess �closing� skills � which means that only one in five deals gets successfully closed.

Profile: INSIDE THE HEAD OF A SALESPERSON

Wed, 21 Nov 2007 00:00:00 GMT

DAVID VALENTINE recently joined SHL, with a remit to double the company�s global sales capability as it expands into Europe and developing markets. He talks to Nick de Cent about building a company sales culture.

There are times during any career � particularly in sales � when work and other pressures can bring us down; and, in response, we all have our own way of bolstering our spirits. For SHL�s global sales director David Valentine, what works best is picturing the scene from 1992 cult comedy classic Wayne�s World in which Mike Myers and acolytes wig out in their �mirth mobile� to the sound of Queen�s Bohemian Rhapsody.

What this reveals about Valentine�s character, I�m not sure; but the one-time executive assistant to IBM�s UK chief executive has definitely joined the company with the capability to tell us: Surrey-based SHL specialises in psychometric testing and personality profiling and has ambitious plans to expand into Europe, the United States and the exploding markets of India and China.

Training: WOMEN MAKE BETTER SALESPEOPLE SAYS RACKHAM

Thu, 15 Nov 2007 00:00:00 GMT

Academic and sales management guru, Professor Neil Rackham reignited the fire of controversy over whether men or women make better salespeople during a masterclass at Portsmouth Business School on 7 November.

Training: START MAKING TIME FOR BUSINESS DEVELOPMENT

Thu, 15 Nov 2007 00:00:00 GMT

Many of us will have been on a time management course, but sometimes it pays to have a little refresher�

Jobs & Career Information: RACKHAM ON RECRUITING SUCCESSFUL SALESPEOPLE

Sun, 11 Nov 2007 00:00:00 GMT

At a recent masterclass held at Portsmouth Business School Professor Neil Rackham offered a number of insights into the sales recruitment process. Modernselling.com was on hand to discover how to recruit a successful salesperson.

Sales Tip: RECIPROCITY AND THE SCIENCE OF PERSUASION

Sun, 11 Nov 2007 00:00:00 GMT

Sales Tip: DO YOU REALLY EMPOWER YOUR STAFF?

Mon, 05 Nov 2007 00:00:00 GMT

Our View: BATTLE OF THE SEXES

Fri, 02 Nov 2007 00:00:00 GMT

We�ve heard all the jokes � women speak in oestrogen and men listen in testosterone � but the battle of the sexes is raging within sales. It seems likely, however, that one day the majority of salespeople will be women.

Guest Comment: DRAGON WITH TWO HEADS

Thu, 01 Nov 2007 00:00:00 GMT

The Chartered Institute of Marketing�s director of research and information, David Thorp argues that there�s much that the sales and marketing functions could learn from each other.

There�s frequently hostility between the sales department and the marketing department. Sales often perceives that marketing is insufficiently focused on the end customer, using its budgets on expensive promotional campaigns and focusing on intangibles instead of securing hard, measurable outputs � like sales! Marketing, on the other hand, often sees sales as being too narrowly concentrated on the individual sale.

Yet there�s much that each could learn from the other. A little more understanding of the mind of the marketer could help the salesperson speak more confidently about how the company�s products and services are better than the competition�s. Marketing can demonstrate to sales how intangibles create real value for the company, by showing the customer that there�s more to the desirability of a product than function and price.

Sales Tip: SMILE AND DIAL

Mon, 29 Oct 2007 00:00:00 GMT

It & Gadgets: KNOW YOUR NEEDS FIRST

Sun, 21 Oct 2007 00:00:00 GMT

Marketing director at Seelogic, Mark Woodbridge points out that, when choosing CRM systems, it makes sense to take a step back and consider what your business really needs.

Alcohol, in moderation is good for you, but too much fixes nothing. Equally Customer Relationship Management (CRM) solutions are fantastic at solving specific business issues; just don�t expect them to fix everything.

Certainly don�t fall for the line that XYZ CRM solution from ABC Ltd will increase your business by 25% and reduce your marketing costs by half.

Sales Tip: 5 MORE THINGS YOU SHOULD NEVER SAY

Sun, 21 Oct 2007 00:00:00 GMT

Jobs & Career Information: 4 QUESTIONS TO ASK A HEAD-HUNTER

Sun, 14 Oct 2007 00:00:00 GMT

Let�s face it, we all feel flattered when we get a call from a head-hunter, but it pays not to let our enthusiasm carry us away. Be cautious and find out as much as possible about the agency, the prospective position and the employer before committing to a meeting. And remember, the grass is not always greener�.

Sales Tip: 5 THINGS A SALESPERSON SHOULD NEVER SAY

Sun, 14 Oct 2007 00:00:00 GMT

Sales Tip: DOES SELF-PROMOTION REALLY HELP OUR CAREER?

Fri, 05 Oct 2007 00:00:00 GMT

Features: WHAT MAKES A SALESPERSON TICK?

Thu, 04 Oct 2007 00:00:00 GMT

Road warrior � the very name conjures up the essence of life in field sales: isolated, wandering, battling against the odds, but with the added spice of romance, a hint of riches and glory at journey�s end. Nick de Cent gets inside the head of a salesperson.

When we refer to salespeople as �road warriors�, is it a term of endearment or a put-down? Are salespeople today�s equivalent of the knights of the round table or are they selfish, needy, isolated attention-seekers, as quick to sell their grandmother for a couple of quid as to help out a client? What it is that attracts people to the sales profession and drives them on in the face of continual rejection?

Misunderstood

One thing�s for sure: salespeople and the sales process are much misunderstood, and the traditional view of what makes salespeople tick is neither accurate nor up to date. And of course there are many different types of salespeople, working in varied roles, across different industries: business development, account management, field sales, telesales, �hunters�, �farmers� � the list goes on.

Jobs & Career Information: WHAT KEEPS A SALES PERSON?

Thu, 27 Sep 2007 00:00:00 GMT

Buyers strongly value account managers with tenure, stating that it can take a year or more for a new face to get up to speed with both their own and their clients� business, advises technology consultancy IDC.

Guest Comment: SHOULDN'T WE KEEP IN TOUCH?

Wed, 26 Sep 2007 00:00:00 GMT

Is it one rule for the large corporates and another for the rest of us when it comes to prospecting, asks ModernSelling.com publisher Neil Warren?

When I first started selling in the 1970s (Haymarket Publishing � Lithoprinter Magazine � classified sales executive � fabulous!), I inherited a bunch of contact cards that frequently noted the objection of the prospect with a hopeful summary coded �KIT�. I learned it meant Keep In Touch.

Cold calling

Most businesses need to undertake some kind of prospecting and cold-calling activity: quite often this turns up potential customers who are not immediately ready to buy our product or service, so, indeed, we do have to keep in touch. Lithoprinter, in common with the majority of small enterprises, did not have much else supporting its sales activity � certainly not a limitless and sophisticated marketing budget with numerous channels � so it was down to me to make those repeat calls and grow the business as and when it was opportune for our customers. That mostly produced successful advertising � and over time the section was built up and regular accounts established.

Sales Tip: MANAGING UPWARDS: THE CONTRACT

Mon, 24 Sep 2007 00:00:00 GMT

Sales Tip: YOUR MANAGER IS AN IMPORTANT CUSTOMER

Mon, 17 Sep 2007 00:00:00 GMT

Profile: THE INNOVATION EVANGELIST

Thu, 13 Sep 2007 00:00:00 GMT

Author, salesperson and chief executive, PAUL SLOANE of Destination Innovation chats to Nick de Cent about creativity, leadership and being over quota.

Paul Sloane is passionate about introducing creativity into the business process and finding new ways for organisations to operate and approach markets, so much so that he styles himself as an �innovation evangelist�.

His latest book � The Innovative Leader � is full of intriguing sections like �Be an arsonist and a fire-fighter�, �Kill the losers� and �Be disconnected�. Its stated aim is to help business leaders transform their teams into �innovation warriors� and their organisation into a �powerhouse of invention and entrepreneurial achievement�.

Our View: PROFESSIONALISM IS ABOUT TRUST

Tue, 11 Sep 2007 00:00:00 GMT

I read a blog recently suggesting that one of the most powerful drivers for sales and long-term career success is a client�s trust in an individual salesperson � trust in that person�s judgement, trust in their business perspective and market knowledge, and trust in their integrity.

Sales Tip: TRANSLATE BUSINESS PLAN FOR THE TEAM

Mon, 10 Sep 2007 00:00:00 GMT

Sales Tip: TIME MANAGEMENT: ALL IN A DAY'S WORK

Thu, 06 Sep 2007 00:00:00 GMT

Sales Tip: OVERCOMING OBJECTIONS: TIMING

Fri, 31 Aug 2007 00:00:00 GMT

It & Gadgets: SIMPLICITY IS THE KEY TO SALES IT

Wed, 29 Aug 2007 00:00:00 GMT

A sales force automation or CRM system can turn into an expensive white elephant if the implementation is not handled properly. Editor Nick de Cent offers some advice.

IT consultants Gartner confirm what we always knew in terms of implementing sales force automation (SFA) and customer relationship management (CRM) solutions � keep it simple if you are actually expecting the team to use the system.

The recently released report Magic Quadrant for Sales Force Automation 2007 says: �We see a focus on simplicity as a theme to improve adoption among salespeople. Specifically, limiting required input data fields and user interface screens enables salespeople to navigate using the SFA application.�

Our View: CAN THE MANAGEMENT SPAM

Thu, 16 Aug 2007 00:00:00 GMT

The recent widely reported news that email at work holds a �powerful hold over its users and that many computer users experience stress as a direct result of email-related pressure� can surely come as no surprise.

Sales Tip: OVERCOMING OBJECTIONS: WHAT LIES BEHIND THE WORDS?

Mon, 13 Aug 2007 00:00:00 GMT

Guest Comment: KNOW THY SALES TEAM

Wed, 08 Aug 2007 00:00:00 GMT

There�s way more to the modern sales team than meets the eye, says SHL�s Nick Hallwood.

It�s not often that you open a newspaper or business publication without seeing navel-gazing articles on leaders and chief executives. Are they being ignored, are they inspiring leaders, are they understood? One could be forgiven for thinking that the only person of any importance to the success or failure of an organisation is the person at the very top!

Critical to success

However, we all know that the team that is critical to a company succeeding is the sales team. Whatever their products or services, most companies are in business to sell something to an individual or another organisation. But how well do companies know the people who are stoking the fires in this all important engine room? Surely it�s time that the sales professional role took its turn on the couch for deeper analysis. Without that enquiry, how do companies know what a good sales person looks like and therefore how to recruit and develop new sales talent?

Motivation: CARROT OR STICK?

Tue, 31 Jul 2007 00:00:00 GMT

What really keeps a salesperson motivated, asks editor Nick de Cent?

There must have been more words expended on the topic of motivation in business � and especially in sales � than almost any other, along with enough hot air to fuel the Greenhouse Effect well into the next millennium.

Type in the word �motivation� and Google returns over 87 million references, a large proportion of which turn out to be from the usual suspects � self-styled motivational gurus, peddlers of the latest quick fix and similar snake-oil salesmen � all intent on earning their over-inflated consultancy fees.

Motivation: THE RIGHT STUFF - WHAT EXACTLY IS IT?

Tue, 31 Jul 2007 00:00:00 GMT

Director of Sales Team Focus Ltd, Jeffrey Bean discusses whether sales team motivation is measurable and predictable.

I recently read an excellent article written by Nick de Cent (originally in Salestarget.co.uk�s newsletter �The Deal� and onsite here � Ed) that accurately summarised the collective thinking on the motivation of employees in general and salespeople in particular, into which serious research began in the early 1950s.

Reality of the situation

Whilst the conclusion and recommendations may have seemed like catch-alls, they reflect the reality of the situation in that no two people are motivated by the same things and in the same way. And what motivates an individual can vary over time depending on personal circumstances.

What use are such generalisations to sales managers seeking to recruit the �right� people and get the best from every member of the team? Well, whilst it is true that we are all unique in terms of precisely what motivates us, there is a surprising amount of commonality in what motivates high-performing salespeople. The best news of all is that it�s measurable and predictable � of great benefit when recruiting new staff.

Sales Tip: DON'T PROCRASTINATE

Mon, 30 Jul 2007 00:00:00 GMT

Motivation: PERSONAL MOTIVATORS

Mon, 30 Jul 2007 00:00:00 GMT

1 Identify your objectives.

Without a clear idea of what we really want from our career (and life in general) it can be extremely difficult to stay focused and motivated. Work out the difference between dreams and fantasies. The pay rise we have been promised or the promotion that has been hinted at are both dreams. It is easy to lose touch with our dreams under the pressures of daily life.

2 Make those goals realistic.

We often sabotage the things we really want to achieve by taking on too much. Above all, set realistic goals.

Managing work-load and expectations in today�s frenetic business world is a challenging but vital skill. Where possible, it is almost always more productive to take things at a steady pace.

Motivation: SEVEN STEPS AWAY FROM MOTIVATIONAL HEAVEN

Thu, 26 Jul 2007 00:00:00 GMT

We talk a lot about motivation in the world of sales, so much so that a multi-million-pound industry has grown up around the concept of keeping employees � and especially sales staff � motivated. But what about the opposite � demotivation?

What demotivates?

Systems, organisational policies and management actions can all actively contribute towards a demotivated workforce.

Of the three, it�s probably the individual manager�s actions and behaviour that has the greatest immediate effect on staff motivation� or lack of it.

Here are seven ways you can guarantee to demotivate staff�

Sales Tip: OVERCOMING OBJECTIONS: BOSS TOO BUSY

Wed, 25 Jul 2007 00:00:00 GMT

Training: WHAT SALES IS REALLY ABOUT - TEN EASY STEPS

Fri, 20 Jul 2007 00:00:00 GMT

Professional sales people take it for granted but many owners of small businesses hate selling. Or think they do. Here�s how to tackle the process.

We all have to sell to generate revenue and, as we know, revenue is the lifeblood of the business.

The fact is that many people outside of sales have a skewed vision of what the selling process is all about. It�s not about conning people or persuading them to buy something they don�t want; it�s all about helping people to buy the products, services and solutions they actually need.

To this end, the most successful salespeople would offer the following advice. Be yourself, and always be true to your values. Protect the values of your brand, and the integrity of yourself and your company.

Beyond that, look at each opportunity to sell as the beginning of a fruitful, two-way relationship.

Here is a ten-point checklist to help non-sales professionals understand the process. It�s also a useful basic guide for managers to use with junior members of their teams....

Sales Tip: CHARTING THE RIGHT COURSE

Sun, 15 Jul 2007 00:00:00 GMT

Profile: THE JML WAY AHEAD

Mon, 09 Jul 2007 00:00:00 GMT

Recently appointed managing director of John Mills Limited (JML), Ken Daly, 36, has important shoes to fill � those of company founder John Mills himself. He discusses motivation, mops and merchandising with editor Nick de Cent.

Daly, a first dan judo blackbelt, stepped up to the top job in May after following an increasingly popular route with those seeking to get on in business � consistent achievement in a sales management role. In 2000, he became sales director, four years later sales and marketing director and then, last year, deputy MD.

Market stall

JML is the company that sells all those useful items you never quite realised you needed until you saw them advertised � slimming body suits, ironing board covers, storage bags, snore relief spray, titanium hair straighteners � you know the kind of thing. It�s an electronic age equivalent of a novelty market stall and, this year, the business will comfortably exceed �50m in revenue.

Sales Tip: RAPPORT - WHAT IS IT FOR?

Mon, 09 Jul 2007 00:00:00 GMT

Training: WAYS TOWARDS A PAINLESS CLOSE

Mon, 09 Jul 2007 00:00:00 GMT

Manipulative closing techniques make for miserable customers.

It�s better to set up the conditions for a natural, painless close. Here are six ways to influence the process by helping customers make the decision to say �yes� (assuming they truly want and need to buy your product or service).

Checklist

Ask yourself the following questions to see if you have fulfilled any of the criteria...

Guest Comment: TIME TO GET INVOLVED

Mon, 02 Jul 2007 00:00:00 GMT

Beth Rogers explains why sales professionals should learn to do �strategy�.

When a distinguished speaker stood up at a conference and exhorted marketing to get more �strategic�, I thought it only reasonable to ask what he thought sales should do. He replied that sales was �operational�, and implied that the sales function should just get on and do what marketing felt was necessary.

I sat down to fume, and decided that the time had come to rebut the view that salespeople are just pawns to be driven by the great thoughts of others. Having worked in both sales and marketing, I know from bitter experience that, unless sales managers are involved in strategy making and salespeople believe that their feedback about customer demand has been taken into account, there is little chance that the strategy will be realistic or that it will be implemented.

Sales Tip: IT'S ALL ABOUT TRUST

Mon, 02 Jul 2007 00:00:00 GMT

Training: PETER JONES ON MANAGING HIS TEAM

Wed, 27 Jun 2007 00:00:00 GMT

Interesting to see how Tycoon and Dragons� Den luminary, Peter Jones organises his sales team. On his website, ITV�s 41-year-old face of business programming offers a seven-step guide to �how my team sells�.

1 Focus on clear targets, objectives and rewards

Jones claims one of the biggest reasons for the success of his own company, is that it delivers more per capita head than the competition. �We�ve got a very small sales team but we focus on that team going out to the market under a specific plan of attack,� Jones writes.

Sales Tip: MANAGE - DON'T CONTROL

Mon, 25 Jun 2007 00:00:00 GMT

Our View: SQUARE PEG, ROUND HOLE

Thu, 21 Jun 2007 00:00:00 GMT

Salespeople have a vast range of talents� even if they don�t always want to be salespeople.

Sales Tip: THE SALES TEAM IS YOUR MOST VITAL CUSTOMER

Mon, 18 Jun 2007 00:00:00 GMT

Sales Tip: THERE'S NO MAGIC FORMULA

Mon, 11 Jun 2007 00:00:00 GMT

Features: HOW TO MAKE COLD CALLS THAT WORK

Mon, 11 Jun 2007 00:00:00 GMT

Head of new poduct development at Reed Learning, Tim Runacre provides some tips for making cold calls work.

�Hello, Tim speaking.�

�Good morning. Is that Mr, err, Run� Run� Runcorn?�

�Runacre.�

�Yes, hello. I�ve chosen to call you this morning to invite� Reed Learning� to take part in an exclusive political debate which will be filmed and sent to MPs and senior parliamentary officials, allowing you to get your message across to the highest levels of government� blah blah�.�

�For what purpose?�

� �and I�d just like to emphasise that we�ve come to you first, before your competitors, with this opportunity�.�

�Which of our competitors did you have in mind?�

�Erm, several key players in your industry�. Now, in the film, we have John Johnston, well-known presenter on Teleshopping TV, to pose the questions you want to answer�.

�How much?��

� �ensuring your customers will see you position yourself at the cutting edge of learning and development�.�

�How much?�

�We can offer you this for a contribution of just �4,000 plus VAT but just hold on for a second while I talk to my manager (hold music for an unfeasibly short time)� Great news! Because my manager really wants� Reed Learning� on board for this project he has allowed me to offer you this opportunity for just �3,500�.�

�Sorry, gotta go. Bye!�

��In addition to John we will have a great line-up of�.� (click � brrr).

Features: COLD CALLING FOR PHONOPHOBES

Mon, 11 Jun 2007 00:00:00 GMT

Scared to pick up the phone and make that sales call? The problem is more common than you may think. Jonathan Fitchew of sales recruitment and training specialist Pareto Law offers some tips on making cold calling work.

In the dream business world our phones would be ringing off the hook with new clients offering lucrative business deals.

In the real world things are unfortunately a little different. Nearly all business needs some degree of cold calling to generate new business leads, but all too often cold calling is snubbed by everyone from busy executives to the cold callers themselves.

The truth is that many people who enter sales in a cold calling role lack the skills to perform effectively. They�re not trained to seize the opportunity and this breeds a fear of picking up the phone and making the calls that may lead to rejection.

But it needn�t be like that. Get the right attitude, skills and knowledge for cold calling and the opportunities will soar. Here are some tips for cold calling phonophobes�.

Training: THREE TYPES OF SALES MANAGER SAYS BADGER

Thu, 07 Jun 2007 00:00:00 GMT

Star of Sky One�s Badger or Bust and former Apprentice Ruth Badger reckons that the quality of sales management is the key to an organisation�s sales success. And there are three distinct types of sales manager.

Sales Tip: OVERCOMING OBJECTIONS: EXISTING SUPPLIER

Mon, 04 Jun 2007 00:00:00 GMT

Guest Comment: SALES - COMPANY PHILOSOPHY OR DEPARTMENTAL SILO?

Thu, 31 May 2007 00:00:00 GMT

Huthwaite International�s Steve Thurlow says your whole organisation should be �Living Sales�.

At the end of a recent training seminar, the sales director of a major company was heard to remark: �I thought we only had eight salespeople here. I now see that we have hundreds.�

This reflected a dawning recognition on his part that, throughout his organisation, there are many employees who can influence a sale to some degree, either positively or negatively.

Sales Tip: DOUBLE YOUR SALES

Tue, 29 May 2007 00:00:00 GMT

Profile: 'I LOVE SELLING'

Tue, 22 May 2007 00:00:00 GMT

One-time Apprentice, RUTH BADGER is currently strutting her stuff on Tuesday-night television. Here she talks to editor Nick de Cent about her passion for all things business.

Ruth Badger is pretty chuffed to be on the receiving end of a virtual sack of fan mail following the first airing of her new Tuesday-night series on Sky One. What�s more, the initial reviews of Badger or Bust have been good.

Fan mail

�We�ve had 36 �pick of the days� for the first show and a hell of a lot of email traffic for what must be classed as fan mail I suppose,� she enthuses. �It�s going very well and, to be fair, I haven�t read one bad review.�

Sales Tip: TEN WAYS TO GENERATE RAPPORT

Mon, 21 May 2007 00:00:00 GMT

Features: TEXT, A FRIEND

Fri, 18 May 2007 00:00:00 GMT

A large percentage of ad media spend in Britain relates to text links. Acting country manager for Zanox UK, Tim Nilsson explains our love affair with the written word.

Broadband adoption around the world is booming: emerging markets in China and India are approaching with expanded use. In some countries like South Korea, nearly 90% of the population have broadband access.

With a channel that�s getting stronger by the day, online ad media has evolved too. What started as standard rectangular banners are still rectangular banners � except that video, interactivity and real-time product data are now important as well. There are ever-more pop-ups, pop-unders, exit sites and banners expanding over the website they�re on, playing sound and offering mini-games. The world�s brands are competing to create the most engaging, entertaining and innovative web ads. However, the UK�s web audience appears to be unimpressed.

Text links

Of the 80,600 links Zanox currently hosts for advertisers around the world, almost 23,400 are text links and a large number are in the UK. The simple truth of ad media - as we�ve seen through seven years of forming publisher/advertiser relationships and monitoring the results around the world � every global market requires its own tailored approach to ad media.

Our View: GET A (SECOND) LIFE!

Sun, 13 May 2007 00:00:00 GMT

You�d think that busy businesspeople would have enough to do in the real world without worrying about the virtual lives of the geeks who inhabit SecondLife.com. Not so!

Sales Tip: TEN QUALIFYING QUESTIONS

Sun, 13 May 2007 00:00:00 GMT

Sales Tip: SAD AND MEANINGLESS CLICH�S

Tue, 08 May 2007 00:00:00 GMT

Profile: SELLING SALESPEOPLE

Wed, 02 May 2007 00:00:00 GMT

Like many moving into sales, OLIVER WATSON � or Olly as he prefers to be called � joined the profession almost by chance. From his early days as an advertising salesperson he has moved up to become a regional managing director at top recruiters Michael Page International, with responsibility for the sales, marketing and retail divisions, as well as the Middle-East. Here he talks to editor Nick de Cent.

Today, Olly Watson is regional managing director of recruitment specialists Michael Page International, a consultancy which recruits across the management spectrum; its sales division tends to operate in the mid-to-upper echelons of the career path, at the �30-90k, account-manager-to-sales-director level.

His responsibilities stretch across the sales, marketing and retail divisions as well as the Middle-East region. With 280 people reporting to him, Watson�s current role is largely people management with a broad business-development brief.

However, back in 1991 with the UK facing the worst recession since the war, things were very different: it wasn�t an auspicious time for a young graduate from Bristol and Toulouse Universities to emerge, fresh back from France � broke, onto the jobs market looking to make his mark in the UK. Such was the prospect facing a 21-year-old Watson.

Guest Comment: ANYTHING BUT SALES

Tue, 01 May 2007 00:00:00 GMT

In fact, selling is becoming increasingly popular as a career of choice for Britain's top graduates, says Jonathan Fitchew of graduate recruitment specialist Pareto Law.

How often do people try to make their job out to be anything but selling, when a simple analysis of their day-to-day routine shows that selling is what they do?

Estate agents � salespeople with tape measures; recruitment consultants � salespeople selling other people; advertising account executives � salespeople with delusions of creativity; IT account managers � salesmen who would have been techies but for lack of an anorak; City traders � salespeople with a taste for Bollinger. The list goes on.

Forget all the misconceptions. People who disown the sales label are those who don�t understand what a fantastic career it is, both in terms of hard cash and lifestyle choices.

Sales Tip: 3 TIPS FOR TIME MANAGEMENT IN MEETINGS

Sun, 29 Apr 2007 00:00:00 GMT

Jobs & Career Information: THREE ESSENTIAL TIPS FOR RECRUITING A QUALITY SALESPERSON

Wed, 25 Apr 2007 00:00:00 GMT

Watch out for our forthcoming interview with Michael Page International regional managing director OLIVER WATSON. Meantime, here are his three tips for recruiting the best person for your team. With quality salespeople in relatively short supply, it�s vital to make the right choice.

One: obtain demonstrable proof of a salesperson�s track record.

That track record needs to be investigated; it needs to be probed and it needs to be referenced (with clients if necessary). �There are an awful lot of �deals� that have been done by salespeople out there that either haven�t been done or they were part of a team of ten that once did a deal, or that deal was phoned into an organisation�� Use robust techniques to verify a track record. For instance, ask to see a candidate�s P60; one of the best ways to find out whether a person has hit a target is to see what they earned. Note that this works in certain environments; it doesn�t work for everybody.

Sales Tip: TEN INFORMATION-GATHERING QUESTIONS

Mon, 23 Apr 2007 00:00:00 GMT

Presentation Aids: SCIENTIST SAYS POWERPOINT A 'DISASTER'

Thu, 19 Apr 2007 00:00:00 GMT

At last, scientific research confirms what presentations experts have been saying all along: the way many sales people use PowerPoint can kill a presentation stone dead. A new Australian study suggests that PowerPoint is being used in the most ineffective way possible.

Sales Tip: DEALING WITH VOICEMAIL

Mon, 16 Apr 2007 00:00:00 GMT

Our View: PRINT IS DEAD: LONG LIVE NEW MEDIA

Mon, 16 Apr 2007 00:00:00 GMT

There has been endless hype about Web 2.0 and its long-term effects on consumer behaviour and buying habits. This, coupled with the relentless pace of new technology, has meant that it has sometimes been difficult to separate real trends from mere wishful thinking on the part of new media advocates.

Sales Tip: EVERY CUSTOMER IS SPECIAL

Wed, 11 Apr 2007 00:00:00 GMT

Presentation Aids: TEN STEPS TO A SUCCESSFUL EXHIBITION

Tue, 03 Apr 2007 00:00:00 GMT

Exhibitions and trade shows are expensive undertakings but, handled properly, they remain an excellent way to generate leads, launch products, entertain clients and raise awareness. However, they are complex events to manage and, to obtain maximum return on investment (ROI), every step in the process needs to be handled professionally.

Without proper focus, exhibitions can become budget-eating monsters that turn into nothing more than a �jolly� for the sales team. Handled correctly, they represent the ultimate 3D shop window for your company.

Here is editor Nick de Cent's step-by-step guide to planning a successful exhibition. Each step is equally important and success depends on getting them all right; after all, you�re only as strong as your weakest link.

1. Choosing the event

So, you�ve decided that exhibiting at events is the way forward for your company when it comes to lead generation? Or perhaps you have a new product or service that actually needs demonstrating? You do have a genuine need to appear at the event, don�t you? You haven�t just been sold some cheap space without considering how to fill and work it properly?

To repeat: exhibitions are expensive undertakings. Choosing the right event is key: if you don�t get it right, you�re wasting your money. Check the list of available shows in any of the trade directories, online (try a Google search) or, for overseas events, enlist the services of your trade association or UKTI*. Where there is a selection of established and credible events, choose one that coincides with your own plans.

If not, go with the event that attracts the largest number of visitors and senior buyers from your target market. Any reputable exhibition organiser will happily supply a sales brochure, including a breakdown of audited visitorship figures. (Watch out for a declining trend.)

Guest Comment: GIVE SALESPEOPLE A SPORTING CHANCE

Mon, 02 Apr 2007 00:00:00 GMT

Some of the more fundamental sales recruitment problems have their origins in our schools, says managing director of Omni Resource Management Solutions, Robert Leggett.

The fact is that the majority of sales managers, when recruiting, tend to look first and foremost at �hard� factors such as degrees or school grades, work experience, literacy and numeracy skills. What GCSEs does the candidate have? What sort of work experience? Can they read and write well, and are they OK at maths?

This is normal � after all, GCSEs, degrees and other qualifications are easy to verify � they come with certificates! � and work experience can also be easily documented and checked, while basic tests for reading and numeracy are fast and simple.

Sales potential and soft skills

However, sales employers are increasingly testing candidates� non-academic soft skills: the growth of psychometric testing in the UK illustrates this. They know how critical it is to identify the right personality traits from the start � traits that are right for business and right for sales. For too long we�ve been over-reliant on catchwords like �graduate-calibre�, when so many other life skills are vitally important. Unfortunately, now that organisations have fine-tuned what they�re looking for, they�re finding that there isn�t enough of the �right� type of graduates out there.

In recent months, there�s been extensive press coverage of new candidates coming into the marketplace but struggling to find meaningful roles for themselves. This is certainly true in sales, and I wonder whether that�s because we�ve been investing so much time in the UK into making education a so-called �level playing field� (to use a common sports metaphor). Our focus, for too long now, has been on getting young people into college, with an almost �university-come-what-may� attitude. Yet, ultimately, schools and colleges are not producing the type of candidate that sales employers want to see.

Sales Tip: POWERPOINT TIP: CUT TO THE CHASE

Mon, 02 Apr 2007 00:00:00 GMT

Presentation Aids: ANTIDOTE TO PUBLIC SPEAKING FEARS?

Thu, 29 Mar 2007 00:00:00 GMT

You�re a professional sales person, so you�re an accomplished public speaker. Right? Well, not necessarily. People�s number one fear is anxiety about public speaking � above death, snakes and heights.

Sales Tip: IS YOUR TEAM CREDIBLE?

Sun, 25 Mar 2007 00:00:00 GMT

Features: ALL CUSTOMERS ARE NOT THE SAME

Wed, 21 Mar 2007 00:00:00 GMT

Every customer is unique and customer-centric relational selling rules, says the Chartered Institute of Marketing�s Simon Houghton.

As is well documented, key account management (KAM) as a business approach centres on the idea that since all customers are not necessarily equal, neither should our approach and treatment of them be. This view is strengthened by the fact that in an increasingly customer-centric business world, customers more frequently wish to have an input into the nature of the business relationships they form with their suppliers � and almost all customers seem to require something unique, or at least different.

Features: THE SCIENCE OF PIPELINE MANAGEMENT

Wed, 21 Mar 2007 00:00:00 GMT

What do you do when sales pipelines are becoming harder to fill, sales cycles are taking longer, and close rates are falling? Juliette Denny, managing director of sales solutions company Growth Engineering, explains.

Sales pipelines are becoming harder to fill, sales cycles are taking longer, and close rates are falling. That�s how sales 25,000 leaders responded when surveyed in 2006 by GTMS on their sales pipelines.

Pipeline management is the key to improving sales force efficiency and effectiveness.

Features: SWITCH ON THE CHANNEL

Wed, 21 Mar 2007 00:00:00 GMT

Which skill sets do your channel account managers need and how do you develop them? Masterclass director, Isobel Rimmer sets out three distinct traits needed for increased effectiveness in the channel.

It almost goes without saying that a vendor committed to working through the channel needs to employ excellent channel account managers. These people are working day in day out to maximise business with partners. So, first, recruit the very best you can; don�t settle for second best. Then, keep their skills up to date.

Clear picture

At the onset, it is vital to have a clear picture of what the expected outcomes should be for all parties. Vendors must be clear about their expectations from channel partners � what they want from them in terms of their relationship, offering, and abilities. The channel account managers should also be clear about the skill and performance levels expected of themselves during their career with the vendor.

Sales Tip: SUCCESS LIES ON THE FAR SIDE OF FAILURE

Sun, 18 Mar 2007 00:00:00 GMT

Sales Tip: WE ARE WHAT WE WEAR

Sun, 11 Mar 2007 00:00:00 GMT

Profile: THREE OF A KIND

Tue, 06 Mar 2007 00:00:00 GMT

Some say salespeople are born to the job; others that you can learn to sell effectively. Whichever is true, three generations of Warrens have chosen selling as their profession. Editor Nick de Cent talks to Tony, Neil and Adam.

Tony Warren first started selling back in the 1940s, his son Neil in the 1970s and his grandson Adam this century. Between them they have almost 85 years of sales experience. (Tony also has three other sons who have all, from one time or another, been involved in selling at various levels.)

Tony is now semi-retired but remains the proprietor of his own business, after a lifetime selling for blue-chip industrial companies. Neil, who has focused on publishing and media sales throughout his career, is publisher of ModernSelling.com and owner of a database company. Son Adam has recently joined NTL Telewest as a business account manager � handling some 250 accounts � from Zen Internet, where he was a business sales executive.

Sales Tip: TOO GREAT A CHALLENGE DEMOTIVATES

Sun, 04 Mar 2007 00:00:00 GMT

Guest Comment: IF...

Thu, 01 Mar 2007 00:00:00 GMT

It seems that sometimes sales training experts can be so moved by the muse that is selling, they feel compelled to resort to poetry! Bob Hazell of Advanced Training offers this advice to the younger generation of sales professionals.

With apologies to Rudyard Kipling...

If you can plan your work, when all about you
Are missing out on sales and muddling through;
If you can keep your records working for you
And set reminders to do follow-ups too;
If you can lift the �phone and not be daunted
And being told a �no� not get depressed;
Or having got objections not be thwarted
Without the need to think that you�re the best;

Sales Tip: WE ALL HATE COLD CALLING

Sun, 25 Feb 2007 00:00:00 GMT

Jobs & Career Information: INTERVIEW 'FAUX PAS': TOP TEN THINGS NOT TO SAY AT INTERVIEW

Wed, 21 Feb 2007 00:00:00 GMT

Graduate recruitment and sales training specialist Pareto Law has just released its top ten list of job interview howlers, which they call interview �faux pas� (how very French! � Ed).

From the graduate who only came to the interview because his mum told him to, to the hopeful who brought along his swimming medals as evidence of his potential, the list offers a useful guide to what not to say or do in an interview.

News: TIPS FOR OUTSOURCING YOUR SALES FUNCTION

Mon, 19 Feb 2007 00:00:00 GMT

General Manager of SCI Sales Group, Andy Hollands offers an essential guide to selecting a sales outsourcing company.

ONE

Spend time researching and interviewing prospective sales outsourcing companies � their people will be at the coalface of your business and will be representing it to potential customers � so make sure you meet the sales team they are proposing. Ideally, the company should have at least 3 years� experience, so ask for references from previous clients.

Sales Tip: PROSPECTING BY EMAIL CAN WORK

Sun, 18 Feb 2007 00:00:00 GMT

Features: BRAND ON THE RUN

Thu, 15 Feb 2007 00:00:00 GMT

Now�s the time to talk nicely to your IT director about that shiny new extension to the sales force automation (SFA) system, says ModernSelling.com editor Nick de Cent.

Three separate studies have highlighted the importance of mobile applications for the sales force over the coming months (which means there are either a lot of companies out there with solutions to sell or we�re on the edge of a major breakthrough � Ed.)

Features: HOW TO IMPLEMENT A CRM SOFTWARE SYSTEM

Wed, 14 Feb 2007 00:00:00 GMT

Choosing a CRM solution to suit your company�s needs will, no doubt, be a time-consuming process, and the moment it�s installed you�re expecting to sit back and put your feet up. Cue the great sigh of relief! Not so fast, says Sawfish Software's managing director, Steve Hull.

The first thing you should know is that this is the time when the real drive is required � from within the company as much as from the supplier.

But before we get to the implementation, let�s go right back to the beginning to make sure you ask the right questions, and get the ideal product for your business.

Choosing the right CRM software system

It is far too easy to get carried away with the whizzes and bangs that some CRM software solutions offer. Expect some wonderful promises � the ability to predict ever-shifting customer needs or identify opportunities and problems at a glance.

Features: IT'S ALL ABOUT MANAGEMENT

Wed, 14 Feb 2007 00:00:00 GMT

If Sales Force Automation doesn't solve a sales manager's problems, what does? Alan Timothy, �chief scientist� at i-snapshot asks.

The world is changing at a staggering rate and technology is considered to be the key driver behind these changes by introducing automation into every aspect of the way companies do business.

One of the earliest uses of technology in the automation of business process came in the form of Sales Force Automation (SFA) tools, which were launched as a viable option for the sales support function during the 1980s. However, despite the positive response by some companies towards their success in achieving effectiveness and efficiency through sales automation, there is an increasing number of consultants and practitioners questioning whether the benefits of SFA outweigh the investment it requires.

Essentially, more and more people are finding that SFA systems (on their own) are not the panacea they hoped they would be when it comes to solving a sales manager�s problems.

Sales Tip: CRM IS ABOUT PEOPLE

Sun, 11 Feb 2007 00:00:00 GMT

Sales Tip: ASK THE PROSPECT TO PROVIDE THE FACTS

Sun, 04 Feb 2007 00:00:00 GMT

Features: QUALITY INFORMATION FINDS PROSPECTS AND CLOSES DEALS FASTER

Wed, 31 Jan 2007 00:00:00 GMT

Dow Jones vice-president, Corporate Products, Simon Bradstock explains how sales teams can build strong customer relationships through the effective use of business intelligence.

It might be the Scout movement�s motto but it should be the salesperson�s mantra: �be prepared�. Three out of four senior executives feel that sales calls are a waste of time because salespeople aren�t adequately prepared. Why the lack of preparation? Because 45% of sales professionals say they have unmet needs for company, competitive and executive information.

Information is key in gaining competitive advantage. It can transform the way salespeople compete in today�s marketplace and provide them with reliable information to make calls and prospecting more effective. In today�s fiercely competitive environment � where products and services are no longer the only differentiator � strong customer relationships have never been more important.

Sales Tip: WHAT'S IN A NAME?

Sun, 28 Jan 2007 00:00:00 GMT

Sales Tip: DON'T SELL YOURSELF SHORT

Sun, 21 Jan 2007 00:00:00 GMT

Presentation Aids: DRAWING THE LINE AT FUN

Thu, 18 Jan 2007 00:00:00 GMT

Award-winning cartoonist and caricaturist, Simon Ellinas has set his sights on bringing his unique brand of fun to the corporate world, by taking a lighter look at the realities of day-to-day business.

Jobs & Career Information: DON'T SELL YOURSELF SHORT

Thu, 18 Jan 2007 00:00:00 GMT

Looking to get ahead? Nobody likes boasting, but you shouldn�t be ashamed to let colleagues or prospective employers know who you are and what you bring to the table.

1 Self-promotion

Products need to be promoted � think of yourself as a product you are taking to market. Network hard.

Create a list of people to whom you can promote yourself regularly. Why not send them periodic updates of your accomplishments, articles that might interest them, notices of events they might want to attend, notes of congratulations� but don�t get too cheesy. Build a relationship and you�ll be at the forefront of their minds when a vacancy comes up.

Training: WAYS TO DEVELOP A HIGH-PERFORMANCE SALES ORGANISATION

Mon, 15 Jan 2007 00:00:00 GMT

If you want to optimise the performance of your organisation�s sales function, first of all you�ve got to ask the right questions. Bill Jackson of AchieveGlobal provides a checklist.

1 Define your company�s value proposition

What is the range of products and services you want to invest selling resources on in order to bring value to your customer? What do you want your sales professionals to focus on selling?

2 Segment your market

Which customers have the highest potential to invest in your products and services? Who needs most of what you are selling? Who values your participation throughout their buying-decision process? Should customers be placed in channels according to their relative potential value?

Sales Tip: PRESENTATIONS - AS EASY AS 10, 20, 30

Sun, 14 Jan 2007 00:00:00 GMT

Sales Tip: WHAT TO DO WHEN THE BUYER IS A NO-SHOW

Sun, 07 Jan 2007 00:00:00 GMT

Sales Tip: MOVING ON UP

Tue, 02 Jan 2007 00:00:00 GMT

Guest Comment: A POSITIVE NEW YEAR'S RESOLUTION

Tue, 02 Jan 2007 00:00:00 GMT

Founder of Ontrac Training, Lee Burton defines a realistic path to holding onto those all-too-easily abandoned good intentions.

Thinking back a few days to 31 December, eating the last of the dried-up turkey in a sandwich, contemplating the party later in the evening and wondering why my child�s expensive �must have� and �can�t live without� toys are now discarded in favour of playing imaginary games in the large boxes they came in, suddenly the thought occurs: how often do people think of a New Year�s resolution, only to forget it or discard it after a few days or weeks?

All too often, resolutions are like the setting of objectives. Sometimes they are either weak or unrealistic. Most times they fall by the wayside because they are too rigid and leave no room for manoeuvre and we give them up.

Using a structured approach would be a better method.

Jobs & Career Information: DEATH OF THE SALESMAN?

Thu, 14 Dec 2006 00:00:00 GMT

The salesman is dead. Long live the 21st century sales professional, says ModernSelling.com�s editor Nick de Cent.

In 1949, Pulitzer Prize-winning playwright Arthur Miller wrote Death of a Salesman, relating the story of the downfall of Willy Loman, an aging salesman beginning to lose his grip on reality.

Drawn from the �hail fellow, well met!� school of selling, Loman was a typical bag-carrier, relying on his native charm to make friends and influence people. He was on the road for long hours but kept closing deals.

Sales Tip: GIMMICKS SOMETIMES WORK

Sun, 10 Dec 2006 00:00:00 GMT

Sales Tip: WISH YOU WERE HERE?

Sun, 03 Dec 2006 00:00:00 GMT

Sales Tip: THERE'S ALWAYS NEXT TIME

Sun, 26 Nov 2006 00:00:00 GMT

Features: EXPLORING THE LIMITS OF ACHIEVEMENT

Wed, 22 Nov 2006 00:00:00 GMT

In today�s tough business environment, we may be expected to guide our team through challenges which are the metaphorical equivalent of climbing Everest or trekking to the Poles. Here, Kate Lossius of The London Speaker Bureau asks five adventurers � who have done it for real � to give us their top motivational and leadership tips.

Today, the business world recognises that the experiences of such extraordinary people can help us meet our own challenges. The world of motivational speaking is full of adventurers, sports personalities and self-styled motivational �experts�. We decided to ask five absolutely world-class British explorers for their top motivational and leadership tips. Here is what they told us�

Features: AT THE ROOT OF PERFORMANCE

Wed, 22 Nov 2006 00:00:00 GMT

David Evans of The Grass Roots Group PLC explains how to hold onto your best people and deliver great performance.

What is a motivated person? How do we recognise them? How do we define motivation? These are questions that my colleagues, our clients and I mull over every day of the week. It�s a fascinating subject and we love it! But as clever as we like to sound I guess we are all striving for something that might simply be described thus:

a state of engagement with one�s daily working life, such that we arrive at our station each day with a positive perspective and a desire to make a difference.

The harder part is how you go about helping to create such a set of circumstances. How do you get performance improvement from your most important asset � your people?

Features: TOP 10 ADRENALINE KICKS

Wed, 22 Nov 2006 00:00:00 GMT

When it comes to pumping up performance, many businesses are looking to provide the thrill of a lifetime. Just don�t tell Health & Safety, says journalist Tina Lofthouse.

There is plenty of evidence that travel incentives are far more appealing than cash in the sales world but, with people travelling more than ever before and holidaying in increasingly far-flung destinations, a way of offering something that bit more special is becoming crucial.

Sales Tip: WE LIKE TO BE APPRECIATED

Mon, 20 Nov 2006 00:00:00 GMT

Guest Comment: BREAKING THE CULTURE OF SILENCE

Thu, 16 Nov 2006 00:00:00 GMT

Business development director of Grahame Robb Associates, Richard Pound encourages the sales team to speak their mind. Here is his advice on how to get those �crucial conversations� going.

I�m sure we have all been in a sales meeting where the sales manager has just made a ridiculous suggestion� but nobody says a word. The idea lingers like an elephant in the living room � everyone knows it�s out there and soon to wreak havoc � but nobody speaks up.

Fear of rejection

Or maybe you�ve seen one of your sales colleagues offer up an idea in a brainstorming session and several people immediately dismiss it. The person says nothing for the rest of the meeting and vows never to share another idea for fear of being rejected.

Sales Tip: CUSTOMERS NEED TO SEE YOU

Sun, 12 Nov 2006 00:00:00 GMT

Sales Tip: FOURTH-QUARTER MARKETING PACKS

Mon, 06 Nov 2006 00:00:00 GMT

Profile: 40% OF SALESPEOPLE ARE FAILING

Wed, 01 Nov 2006 00:00:00 GMT

The quality of Britain's sales management is absolutely vital to the country�s future says PROFESSOR NEIL RACKHAM. Nick de Cent talks to the original SPINmeister about the way forward for the sales profession.

Around 40% of salespeople in the United States are failing in their roles. Figures for the UK are probably comparable or worse.

That�s the considered opinion of Professor Neil Rackham, the international sales management consultant and now visiting professor at the business school which has set up Europe�s first masters degree in sales management.

Sales Tip: NO PAIN, NO GAIN

Sun, 29 Oct 2006 00:00:00 GMT

Sales Tip: THEY'RE ALL CUSTOMERS

Sun, 22 Oct 2006 00:00:00 GMT

Features: TALKING HEADS START MAKING SENSE

Wed, 18 Oct 2006 00:00:00 GMT

Humans � they�ve got minds of their own. But it�s all for the best really as you can use clever psychological insights to understand their ways and thus ensure their full attention for your presentations, says Peter Buhlmann.

Want to keep them on the edge of their seats? Humour, suspense and conflict are hot topics for content (ratings soar on the X Factor when there�s a barney in the air), while other elements such as movement, reality and novelty are generally more to do with the way things are presented.

Here, then, is a round up of the latest developments in the presentation world that utilise these elements and which can help you keep your humans under control.

Features: FIRST IMPRESSIONS COUNT

Wed, 18 Oct 2006 00:00:00 GMT

If you want someone to read your sales proposal, you have to give them what they want in the way that they want to read it, suggests Colin Potter of ProposalGENie.

The old methods don�t work anymore. People have much higher expectations. Expectations that you�re going to have to meet, if you want to succeed.

Features: WHAT TO SAY TO MAKE PEOPLE BUY

Wed, 18 Oct 2006 00:00:00 GMT

What happens when you know you should have won the business and it all goes oh so quiet after the pitch? Andy Bounds explains some secrets of a winning presentation.

Has this ever happened to you? You do the sales pitch. They tell you they love it. You know you�ve made a sale. Then nothing; you never hear another word.

Or you make a follow-up call � and they can�t remember what you said. It�s another one that got away. And you ask yourself, why? Why?

Sales Tip: THE LONG AND THE SHORT OF IT

Mon, 16 Oct 2006 00:00:00 GMT

Guest Comment: GENERATING ROI FROM THE SALES FUNCTION

Tue, 10 Oct 2006 00:00:00 GMT

In sales, people tend to talk about �efficiency� and �effectiveness�, without really thinking about what they mean, according to managing director of SalesRus Jim Bradley.

Although efficiency and effectiveness describe two very different things, in current parlance they have become almost interchangeable. To be correct, in business terms efficiency tends to be about �doing things right� whereas effectiveness is about �doing the right thing�.

So, for instance, many companies have invested in predictive dialling systems for their telemarketing sales teams which improve the efficiency of their operations by enabling them to make more calls every hour. Others have looked at how to cut the cost of mailpacks in bulk direct marketing mailings and how to improve Mailsort discounts.

However, if these communications are targeted at people or companies who are unlikely to be interested in your products and services, doing more of them at less cost can only provide limited business benefit.

Sales Tip: OBJECTION HANDLING AS SIMPLE AS ABC

Mon, 09 Oct 2006 00:00:00 GMT

Sales Tip: THE EYES HAVE IT

Mon, 02 Oct 2006 00:00:00 GMT

Profile: ON THE ROAD TO RECOVERY

Sun, 01 Oct 2006 00:00:00 GMT

A role as vice-president of sales for a major IT brand across the whole of Europe, Middle-East and Africa is challenging enough. But what if your corporation is only just emerging from Chapter 11 protection?

TIM BUTCHART of SGI talks to Nick de Cent about the challenges of a rapidly changing IT sector.

In an IT world in a state of flux � incessant change, increasing consolidation, rapid technological advances and fierce global competition � survival depends on matching the appropriate business model to innovative product and services, along with effective routes to market.

Features: IS OVER-REGULATION KILLING SALES?

Sat, 30 Sep 2006 00:00:00 GMT

Do you always know what your team is up to? Although sales people notoriously hate red tape, some of the deluge of new regulations is for our own good as Joanna Sayers explains.

High-profile scandals

Spectacular and high profile scandals such as Enron and the unforgettable Nick Leeson/Barings Bank disaster have alerted companies to the fact that business processes need regulation and constant monitoring.

Technological developments over the last decade have put business in a precarious situation, making it easy to copy, edit and store both every-day and sensitive information.

The growth of the web has contributed further by allowing access to information that was previously hard to obtain. Meanwhile, sales people are forced to work harder and longer than ever before and now a culture of �compliance� is shadowing their every move.

Sales Tip: BELIEVE IN YOURSELF

Mon, 25 Sep 2006 00:00:00 GMT

Jobs & Career Information: HOW TO CREATE THE PERFECT CV

Fri, 22 Sep 2006 00:00:00 GMT

Munir Mamujee of m2r says that taking the trouble to hone this most personal of documents is time well spent.

Ok, it�s time to rewrite your CV (curriculum vitae � latin for you life story � Ed). You may view this as an extremely tedious and mundane task that only merits a very short amount of your time, but this attitude could seriously jeopardise your career prospects!

Sales Tip: WE HAVE WAYS OF MAKING YOU TALK

Mon, 18 Sep 2006 00:00:00 GMT

Guest Comment: WORLD-CLASS STANDARDS MEAN MORE BUSINESS FOR UK PLC

Sat, 16 Sep 2006 00:00:00 GMT

Implementing national standards for sales people can deliver sustainable competitive advantage says Beth Rogers.

Robert Louis Stevenson said that �everyone lives by selling something�.

It is hard to imagine any activity more fundamental to the economy than selling. Selling makes the world go round.

Fred Hassan, himself once a field sales representative and now a chief executive who has achieved several successful corporate turnarounds, said recently that no strategy will succeed in the long-term without focus on �the top line� � sales*.

Sales Tip: NO SUCH THING AS A PERFECT PRODUCT

Mon, 11 Sep 2006 00:00:00 GMT

Features: COUNTING THE COST OF LOST SALES

Thu, 07 Sep 2006 00:00:00 GMT

Just as the airline business appeared to be recovering after five tough years, the security clampdown at airports last month has clouded hopes of a revival writes David Benady.

Three weeks on from Thursday August 10th, when stringent limits on hand baggage were introduced at airports in the UK and around the world following an alleged terrorist threat, the future of the industry is still shrouded in uncertainty.

UK schedules have returned to normal after the cancellation of thousands of flights, estimated to have cost airlines up to �300m in lost sales.

But questions persist over how the security controls will affect people�s future desire to fly and the routes they will take.

Winners and losers

That said, there are winners as well as losers. European airlines and airports are predicted to benefit as travellers avoid British carriers and UK interchanges. Eurostar reported an increase in passengers after the airport crisis while luggage sellers say sales of smaller sized bags have grown.

Sales Tip: QUESTION OF TECHNIQUE

Mon, 04 Sep 2006 00:00:00 GMT

Sales Tip: PRACTICE FUNNEL MANAGEMENT

Mon, 28 Aug 2006 00:00:00 GMT

Sales Tip: KEEP IT SIMPLE

Mon, 21 Aug 2006 00:00:00 GMT

Sales Tip: LOVE WHAT YOU SELL

Mon, 14 Aug 2006 00:00:00 GMT

Guest Comment: HAVE YOU CLICKED YET?

Sat, 12 Aug 2006 00:00:00 GMT

Traditional sales techniques continue to work as they always have, but newer, more technologically-savvy sales performers can steal a march on their old-school rivals simply by talking the consumers� language, says Daniel Jupp of online consultants Top Position.

The UK is the largest internet ad market in Europe: the way in which our consumers source products and information has changed for ever.

Consultants PricewaterhouseCoopers proved this in no uncertain terms with their 2006 online advertising first quarter revenue report; this shows internet advertising revenues reaching a new record of $3.9 billion, up a massive 38% on the same period in 2005.

Sales Tip: LEND ME YOUR EARS

Mon, 07 Aug 2006 00:00:00 GMT

Features: ARE BUYERS STILL AT WAR WITH SELLERS?

Wed, 02 Aug 2006 00:00:00 GMT

As the leading supermarkets boost their share of UK grocery sales, spare a thought for the suppliers whose products line their shelves, says
David Benady.

Rising supermarket power means grocery buyers working for the big chains know they hold the whip hand in negotiations with suppliers. Tesco, Sainsbury�s, Asda and Morrisons control some 75% of the UK grocery market (TNS Worldpanel) and getting products sold through their stores is life or death for many food and drink manufacturers.

It takes a hardy and resilient salesperson to sit in front of a grocery buyer and strike a good deal. The image of the bullying buyer browbeating the salespeople and threatening to pull their products unless they cut prices and hand over a greater share of profits is legendary.

However, Tesco says that much of this is myth. �The truth is that Tesco works hard to maintain positive relationships with our suppliers as without them we could not provide customers with the products they need,� says a spokeswoman.

Sales Tip: YOU'RE HAVING A LAUGH!

Mon, 31 Jul 2006 00:00:00 GMT

Sales Tip: IT'S THE WAY YOU SELL 'EM

Mon, 24 Jul 2006 00:00:00 GMT

Jobs & Career Information: THE MILLION DOLLAR QUESTION - HOW TO RECRUIT A TOP SALES PERSON?

Sun, 16 Jul 2006 00:00:00 GMT

Recruiting and retaining excellent sales staff is a process that perplexes the most experienced of managers. Get the mix of characteristics versus skills right and you have a Godsend that will boost both your business and your reputation. Get it wrong, and you may be stuck with an expensive loose-cannon.
Joanna Sayers investigates.

Sales Tip: SPOT COMPETITIONS CAN WORK ANYWHERE

Sun, 16 Jul 2006 00:00:00 GMT

Sales Tip: CREAM RISES TO THE TOP

Mon, 10 Jul 2006 00:00:00 GMT

Presentation Aids: TOP TEN TIPS FOR CREATING THE PERFECT SALES PRESENTATION

Mon, 03 Jul 2006 00:00:00 GMT

Bullet points are lazy and kill a presentation says M62's Nicholas Oulton.

1. Know what you are selling: yourself or the solution?
2. Know who or what the competition is.
3. Know what you are asking for.
4. Understand the argument for doing it.
5. Make it as simple as possible.
6. Prove you can deliver it.
7. Make the value message memorable.
8. Eliminate text: use graphics.
9. Make sure that your slides don't make sense.
10. Ask for the order.

Sales Tip: THE BUYER IS NOT YOUR OPPONENT

Mon, 03 Jul 2006 00:00:00 GMT

Sales Tip: IN MATTERS OF NEGOTIATION SPEAK SECOND

Mon, 26 Jun 2006 00:00:00 GMT

Sales Tip: PHONE HOME FOR FREE

Mon, 19 Jun 2006 00:00:00 GMT

Sales Tip: IMAGE PROBLEMS

Mon, 12 Jun 2006 00:00:00 GMT

It & Gadgets: HOW DATABASES ARE CHANGING THE SALES PROCESS

Mon, 05 Jun 2006 00:00:00 GMT

Before laptops and Blackberries a salesperson's most important asset was the Rolodex. More recently, contact management systems such as Act and Goldmine, and CRM systems like Salesforce.com have begun to change how salespeople work, declares Mark Patron.

Today, a company's most important asset is often its marketing or customer database. As databases, contact management and CRM systems become linked together and, with companies increasingly selling direct, does this represent a threat or an opportunity for salespeople?

To understand how companies use their databases, we should first look at direct marketing. David Ogilvy - perhaps the greatest advertising man of all time - summed up direct marketing?s role quite succinctly: 'We sell. Or else.'

Sales Tip: SHOW DON'T TELL

Thu, 01 Jun 2006 00:00:00 GMT

Guest Comment: DON'T PHONE HOME, BT

Thu, 25 May 2006 00:00:00 GMT

Deborah Orr calls for the human element to be restored to telemarketing.

Some call centres, in an effort to make telemarketing premises more attractive to the public, are being referred to internally as ?contact centres?. Which is unfortunate really, because contact centres already exist, and are notoriously the places where estranged parents have short, awkward meetings with children they are accused of being a danger to.

Sales Tip: UNDERSTAND YOUR BUYER

Thu, 25 May 2006 00:00:00 GMT

Profile: WHEN NEGOTIATIONS GET TOUGH: THE TOUGH SOMETIMES CRUMBLE

Thu, 25 May 2006 00:00:00 GMT

In business we're used to negotiating over price, specification or delivery times. But how does it compare with the heady world of international relations, where the currency is not mere money but lives? Here, in the first of a two-part interview discussing politics and business, LORD OWEN talks to Nick de Cent about the art of negotiation.

David Owen, one-time leader of the SDP, remembers negotiating in the late 1970s as a youthful Labour foreign secretary with the South African apartheid regime over Namibia. The negotiations were tough, not least because of the cast of characters present.

Features: TRUST IS KEY IN SELLING: CAN YOU WIN TRUST IN ONE COLD CALL?

Thu, 25 May 2006 00:00:00 GMT

People are fed up with cold calls. So what is the future of telemarketing lead generation, asks John Price?

Sadly telemarketing is in dire straits. Some talk about the death of cold calling. The result of silent calls and recorded messages, over-familiar sales calls and aggressive techniques have led to a situation where people are just fed up.

Features: DIRECT MARKETING IS DEAD - LONG LIVE DM

Thu, 25 May 2006 00:00:00 GMT

E-broadcasts have rendered other forms of lead generation redundant, right? 'Wrong!' says Chris Barraclough of Barraclough Edwards Chamberlain.

Having done with books, the immediacy, depth and sheer cost-effectiveness of digital communications will inevitably kill off traditional forms of lead generation based on press advertising, loose inserts and direct mail. Communications will be on a permission-only basis with customers accepting only the information they want. And no-one will really mourn.

Features: MAKING YOUR WEBSITE WORK HARDER

Thu, 25 May 2006 00:00:00 GMT

Boosting the number of leads from your website is more science than magic, argues A recent issue of the Daily Telegraph featured an advertisement for a course on how to sell more. Alongside traditional and expected topics like 'how to open more doors' and �improve your closing technique', was a module on how to �improve your listing on Search Engines'. Web marketing, it seems, has finally come of age and made it into the mainstream.